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Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max F. Cates

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3. Third Step: Building a Winning Team

You’ve been there. A missed sales objective, and the boss from hell shows up. The search for the guilty begins. He threatens. The sales reps run for cover. A temporary fix is put in place. In time, however, everyone goes back to what they were doing before. Then, a couple of months later, an objective is missed again, and the process is repeated—only with a little different fix. It’s a kind of corporate insanity, doing the same thing over and over and expecting different results. The real result is stagnant sales performance and alienated salespeople.

A recent study of sales employees in various professions—“The Global Mindset Survey” by consulting firm rogenSi—showed that salespeople are losing confidence ...

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