PART 5BUILDING A WINNING SALES TEAM

Up to this point we have been focusing on the psychology of a successful salesperson. We discussed sales as a profession, dealt with some of the reasons most salespeople don’t achieve their full potential, and explored the central dynamics needed by an individual to succeed in sales. We then concentrated on the job-matching process, highlighting a clear-cut, step-by-step approach to hiring top performers.

In this part we will explore how an effective sales team starts with the manager, how to get new employees up to speed faster, how to coach more effectively, how to improve the productivity of marginal performers, and the connection between sales and sports.

Our focus will be on how to tap into the potential ...

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