O'Reilly logo

ProActive Sales Management, 2nd Edition by William Skip Miller

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

Chapter 2

Sales Cultures and the Ability to Communicate Them

What does it mean to be a culture-creator? Why should you spend any time on creating a culture? Doesn't a culture just happen, without your being able to do much about it? Many sales managers feel this way. Here's what some have to say:

“Besides revenue, what is it that you want to talk to me about?”

“Create a culture? I am so busy trying to solve my problems, my people's problems, and my boss's problems, I don't have time to even think about a sales culture.”

“Sales culture? My sales culture? It is what it is and I can't change it.”

This is what you'll hear from sales managers before they really look at cultures, realize just how powerful they are, and understand how, as sales managers, ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required