Creating and Leading a Motivating Sales Culture

Work units (teams, divisions, companies) that tend to be highly successful in producing and sustaining high quality and quantity work, as well as, high job satisfaction, have strong motivational cultures.

Once people buy into and share the "vision" of what you want to create, they will figure out on their own how to contribute and how to do so at continuously higher levels.

My objectives for this book are to help you:

• generate and write a vision that motivates
• define the group's mission
• determine the "critical success factors" that must be met to successfully carry out the mission
• identify the goals necessary to support each critical success factor
• formulate the tasks and action items to achieve the goals
• ensure that the goals cascade to each person in the organization
• review and select values that guide implementation
• learn how rites, rituals and hero selection can dramatically change production - up or down