The Sales Manager’s Success Manual

Chapter 3. Sales Environment

	One machine can do the work of fifty ordinary men. No machine can do the work of one extraordinary man.
	--ELBERT HUBBARD

Of all these go-to-market elements, the one over which the CSO has most influence is the field sales environment. The culture of a field sales office is the living laboratory demonstrating the level of confidence the sales team has in itself and its company. Sales leadership plays the key role in establishing the department’s competence, commitment, and credibility with other functional areas.

If the sales team maintains a winning trajectory through its results, the CSO is halfway home. The balance of his effort and that of his managers will be built upon foundational practices that support winning ...