When I talk to colleagues, friends, and associates about sales and about how to build a sales team and what that means, it often surprises me that what seems obvious to me is less so to those who have not been at the sharp end of sales. We all have within us so much that we know that we assume everyone else also knows.
I have worked in sales, most of my working life as a salesperson, leading a sales team, or in a consultative capacity. In that time, I have come to understand what makes great salespeople and what makes a great sales team and, more importantly you can have one without the other, but it won’t last or won’t be as successful.
Encouraged by my wife I thought about writing a book. I mentioned the idea to two friends, both of ...
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