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Creating Your Sales Team: Belief Systems and Human Behavior in Sales; Constructing a Culture

Creating Your Sales Team: Belief Systems and Human Behavior in Sales; Constructing a Culture

          
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About the Book

Everyone has a belief system. This may be religiously influenced, but often it's a product of the person's personality and experiences. There are certain actions that our belief systems tell us are "right" and "wrong." These are often subconscious. Whether we intend to or not, we take our belief systems with us to work. It is a manager's job to understand the belief system of every team member and its effect on efficiency and productivity.

Experienced sales team manager John M. Hanson has designed Creating Your Sales Team to help managers identify and classify these belief systems. He categorizes employees' values into six themes: Accountability, Hard Work, Fairness and Justice, Arrogance and Entitlement, Discipline, and Success. By understanding how various team members think about these six categories, managers can tailor their teams to avoid clashes or stagnation.

In addition to specific advice on recognizing and utilizing these value systems, Hanson includes information about what to look for in the initial hiring process and how to establish and enforce a company culture that encourages good performance. Become the social engineer of your team, and help encourage team members to reach their full potential.


About the Author:

John M. Hanson received his degree from Brigham Young University. He has twenty-five years of experience as a licensed real estate educator and thirty years of experience as sales team manager. In one position, he went from a team of four salespeople with $300,000 in annual commissions to over one hundred salespeople and over $5 million in annual commissions. In his current position he began with 80 sales agents and currently manages over three hundred salespeople.


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Product Details
  • ISBN-13: 9781535367714
  • Publisher: Createspace Independent Publishing Platform
  • Publisher Imprint: Createspace Independent Publishing Platform
  • Height: 229 mm
  • No of Pages: 132
  • Series Title: English
  • Sub Title: Belief Systems and Human Behavior in Sales; Constructing a Culture
  • Width: 152 mm
  • ISBN-10: 1535367717
  • Publisher Date: 14 Oct 2016
  • Binding: Paperback
  • Language: English
  • Returnable: N
  • Spine Width: 7 mm
  • Weight: 186 gr


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