4 Phase 1: Exploring the Sales Environment

Brian W. Lambert


What’s Inside This Chapter

In this chapter, you’ll learn
  • How to explore the sales environment
  • How to describe your sales team culture
  • How to define existing performance gaps within any sales culture
  • How to quantify business goals
  • How your sales team is organized
  • The five-whys approach to exploration
  • 10 tools for exploration.

From the roles you have to play, the way meetings are run, and the way you have to manage your internal organization, sales culture is important. Obviously, you can’t change sales culture by yourself, but as a sales trainer, you play a crucial role. ...

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