11Coaching a Racehorse

Leading the Sales Team

The man who lets a leader prescribe his course is a wreckbeing towed to the scrap heap.

—Ayn Rand

In this chapter you’ll learn:

• How to create a sales environment that breeds sales champions

• To connect with your salespeople to engage and inspire

• Different communication formats for sales teams

• The nonverbal behavior of a great coach

• Physical performance for top sales leaders

Sales champions are made, not born. Obviously they have to show up for their sales career with certain aptitudes and attitudes to create an opportunity for success, but they will be turned into champions through their experiences. All great salespeople have been at some point in time transformed through their training, ...

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