The Cultural Sales Leader, livre ebook

Behaviors Form Culture, Leading to Results

The Cultural Sales Leader is about sales leadership, creating a performance culture, and followership. It is about creating a vision and then building an organization and approach which will make that vision a reality. It’s about building a people first culture that is bound to the mission you have set out and it is about thinking beyond the present to where you want to be as an organization in 3 to 5 years’ time.

This book is for anyone interested in business, in sales, sales leadership, or organizational culture building–no matter what level of experience or seniority. It contains the templates and approaches to help you to shape the way you identify, create, analyze, and execute on your people first strategy, whilst bringing the entire organization along with you to attain sustainable, transformational results.

The author outlines a layering process to becoming an expert in your business and identifying the key growth areas to allow you to get beyond the pure focus of your current financial year. It is about how you build a growth engine. The pathway to achieving this most effectively is through your people and culture. Get the people element right and the results will come.

Foreword—The Mission and Thanks (p. xi)
Chapter 1 Introduction (p. 1)
Chapter 2 The Stages of Sales Management (p. 15)
Chapter 3 Scenarios You Will Face (p. 27)
Chapter 4 Enhanced SWOT Analysis (p. 41)
Chapter 5 Your 90-Day Plan (p. 57)
Chapter 6 Getting to Know Your People (p. 65)
Chapter 7 The Sales Team (p. 83)
Chapter 8 Managing Difficult Personalities (p. 93)
Chapter 9 Identifying Your Network (p. 101)
Chapter 10 The CRM and Pipeline Management (p. 115)
Chapter 11 Create Your Culturally Aligned Sales Strategy: The “Cornerstone” (p. 131)
Chapter 12 The Power of Hospitality, Offsites, and Company Days (p. 151)
Chapter 13 Create Your Sales Plan: The Living Document (p. 161)
Chapter 14 Going a Step Deeper (p. 169)
Chapter 15 The Existing Client Review (p. 181)
Chapter 16 Reviews and Pivots (p. 193)
Chapter 17 How to Create Culture, Cadence, and Followership (p. 199)
Chapter 18 Feedback and Availability (p. 209)
Conclusion: Fun (p. 213)
About the Author (p. 219)
Index (p. 221)