CHAPTER 18
A Healthy Sales Culture Changes Everything
Culture is not some soft, ethereal concept. Organizational culture is a big deal. It’s such a big deal that famed author, speaker, and leadership guru Patrick Lencioni dedicated his latest book, The Advantage (San Francisco: Jossey-Bass, 2012), to it. Lencioni’s blockbuster makes the case that what separates super-successful companies from mediocre ones is the health of the organization, not the brains. He asserts that healthy organizations outperform because they boast great clarity and sense of purpose, which creates an environment in which top performers not only thrive but never want to leave. Isn’t that every executive’s fantasy description for their sales team culture? It sure is mine. ...
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