CHAPTER 11

An Anti-Sales Culture Disengages the Heart of the Sales Team

There is an interesting phenomenon that contributes to anti-sales cultures in many organizations. People tend to be more jealous or unappreciative of those in sales than in any other role in a business. Non-salespeople, be they C-Suite executives, members of the finance department, or production line workers, can be disposed to believe that sales is easy, that sales is glamorous, that salespeople make too much money for what they do. What’s so intriguing about these popular opinions is that when the stone throwers are offered the opportunity to try their own hand at sales, they are quick to decline. They may love to critique and poke fun at sellers, boldly declaring how easy ...

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