Chapter 15. Building a Potent Sales Force Culture
Every sales force has a personality—its culture. A sales force culture is the unwritten rules that guide the behavior of a company's salespeople and sales managers. Culture is shaped continuously by the decisions made by management. This chapter will help you:
Understand the elements of a successful culture
Develop and implement a plan to change a sales force culture through vision, communication, action, and rewards
Maintain a successful sales force culture at your firm
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