Project Management

Key Leadership Behaviors That Improve Sales Force Performance

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Executive Summary

No industry or business function has been immune to unprecedented conditions that have engulfed the economy. Most sales teams are faced with conditions they've never experienced before. New business conversations are tougher than ever. Targets are still high and, in many cases, redundancies mean there are fewer people to actually do the work. One often hears sales teams say; "We're expected to do more, with fewer resources." A typical sales team's culture is numbers-driven, competitive, and achievement-focused. Teams are under constant pressure to perform at the highest level in order to meet hourly and daily targets. Combine this with the impact of the financial crisis, and it's easy to see why individuals are focusing entirely on short-term results and their own performance.

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