CHAPTER 10The “Storiable” Organization
I think the most important thing about coaching is that you have to have a great sense of confidence about what you’re doing. You have to be a salesman, and you have to get your players, particularly your leaders, to believe in what you’re trying to accomplish.
—Phil Jackson
Helping to Make Great Salespeople
Salespeople can’t do it alone. In order to become great sellers, they need the support of their organizations, from CEOs and marketing departments down to the sales managers on the front lines. That’s who this chapter is for: CEOs, product marketers/product trainers, and sales managers—the people who exert the strongest influence over an organization’s salespeople. We’ll address each group’s role individually. ...
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