Chapter Summary
• Sales teams have particular dynamics; be conscious of these and of what is driving success and what potentially is holding you back.
• Culture needs emphasis and focus; this chapter underscores the pivotal role of behaviors and values in cultivating a high-performance sales culture, driven by excellence and achievement.
I used to think the very term “sales team” was something of a misnomer, perhaps because I began my career in a very specific and aggressive commission-only sales environment, where I witnessed my “boiler room” moments, and my first sales teams always seemed to be filled with the most outlandish and incredibly strong, individualistic characters.
Later in my career, as I sought to improve ...
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