CHAPTER 2
A Sales Culture Without Goals Is a Sales Culture Without Results
I was kicking off a pretty significant engagement with a good size privately/family-held business in a neighboring state. You’ll hear more about this company in subsequent chapters because this was an engagement that I’ll never forget—the kind that offered so much fodder for this book that it prompted me to write down the stories as they were happening. They were just too good not to use. The company’s vice president of sales was a bright, likable, engaging young man with lots of energy and a deep understanding of the highly technical business. It had been about a year since he was promoted from his regional territory manager sales position to head of sales. He and I actually ...
Get Sales Management. Simplified. now with the O’Reilly learning platform.
O’Reilly members experience books, live events, courses curated by job role, and more from O’Reilly and nearly 200 top publishers.
