CHAPTER 12

Preparing for Sales Leadership: Focus to Drive Growth

Seeking mastery is a process and not an event.

—Gary Keller

A top priority for sales leaders is developing their professionals from simply doing work and passive business development into effective rain makers who are able to consistently acquire, retain, and develop customers to grow the business by better sensing, selling, serving, and satisfying the needs of their desirable customers.

Successful selling is not something that is done haphazardly. Instead, it should an integral part of your business in everything that you do. When this is achieved, your existing customers become part of your own private proprietary marketing system that will provide you with a distinctive competitive ...

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