Sign-In
Cart
Creating Your Sales Team: Belief Systems and Human Behavior in Sales; Constructing a Culture
Paperback
ISBN13: 9781535367714
Publisher: Createspace
Published: Oct 14 2016
Pages: 132
Weight: 0.41
Height: 0.28 Width: 5.98 Depth: 9.02
Language: English
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.
Also in
Management
Crucial Conversations Tools for Talking When Stakes Are High, Second Edition
Patterson, Kerry
Switzler, Al
Grenny, Joseph
Paperback
Quiet Girls Can Run the World: Owning Your Power When You're Not the Alpha in the Room
Holman, Rebecca
Paperback
Inclusive Conversations: Fostering Equity, Empathy, and Belonging Across Differences
Winters, Mary-Frances
Paperback
The Art of Communication: How to Be Authentic, Lead Others, and Create Strong Connections
Apps, Judy
Hardcover
Unreasonable Hospitality: The Remarkable Power of Giving People More Than They Expect
Guidara, Will
Hardcover
Hbr's 10 Must Reads on Managing Yourself, Updated and Expanded (Featuring How Will You Measure Your Life? by Clayton M. Christensen)
Gallo, Amy
Review, Harvard Business
Drucker, Peter F.
Paperback
Focused & Fearless Leadership: Preventing the Crisis Before It Starts
Overton, Melissa Godwin
Paperback
Hbr's 10 Must Reads 2027: The Definitive Management Ideas of the Year from Harvard Business Review (Featuring the Hidden Beliefs That Hold Leaders Bac
Wilkins, Muriel M.
Review, Harvard Business
Edmondson, Amy C.
Paperback
Hbr's 10 Must Reads on Mental Toughness, Updated and Expanded (Featuring How to Stop Worrying about What Other People Think of You by Michael Gervais)
Duckworth, Angela L.
Review, Harvard Business
Gervais, Michael
Paperback
Take Breaks, Work Better: Measure Impact, Not Hours, and Transform Your Profitability
Briggs, John
Paperback
What Could Possibly Go Right?: The Essential Journey to Scale an Enduring Culture
Meyer, Danny
Hardcover
Hbr's 10 Must Reads on Leadership, Updated and Expanded (Featuring Begin with Trust by Frances X. Frei and Anne Morriss)
Ibarra, Herminia
Review, Harvard Business
Edmondson, Amy C.
Paperback
How We Could: The Framework to Lead Without Drama, Build Alignment, and Call Teams to Greatness
Dorr, Alex
Hardcover
The 21 Irrefutable Laws of Leadership Workbook 25th Anniversary Edition: Follow Them and People Will Follow You
Maxwell, John C.
Paperback
The Year in Tech, 2027: The Insights You Need from Harvard Business Review
Chamorro-Premuzic, Tomas
Review, Harvard Business
Davenport, Thomas H.
Paperback
Surrender to Lead: The Counterintuitive Approach to Driving Extraordinary Results
Terry, Joe
Kriegel, Jessica
Hardcover
The Mom Test: How to talk to customers & learn if your business is a good idea when everyone is lying to you
Fitzpatrick, Rob
Paperback
Strong Ground: The Lessons of Daring Leadership, the Tenacity of Paradox, and the Wisdom of the Human Spirit
Brown, Brené
Hardcover
Bookkeeping - Accounting for Small Business: A Quickstudy Laminated Reference Guide
Epstein, Lita
Other
Get Scalable: The Operating System Your Business Needs To Run and Scale Without You
Deiss, Ryan
Paperback
Never Split the Difference: Negotiating as If Your Life Depended on It
Voss, Chris
Raz, Tahl
Hardcover
What the Heck Is Eos?: A Complete Guide for Employees in Companies Running on EOS
Wickman, Gino
Bouwer, Tom
Hardcover
The Coaching Habit: Say Less, Ask More, and Change the Way You Lead Forever
Stanier, Michael Bungay
Paperback
The First 90 Days, Updated and Expanded: Proven Strategies for Getting Up to Speed Faster and Smarter
Watkins, Michael D.
Hardcover
Unreliable Boyfriend: An Insider's View of Dealing with a Chaotic Superpower, Plutocrats, and Other Complicated People
Freeland, Chrystia
Hardcover
Stop Asking for Referrals: Build a Magnetic Business Through Intentional Care & Real Relationships
McNally, Flor de Maria
Paperback
How to Work with Complicated People: Strategies for Effective Collaboration with (Nearly) Anyone
Leak, Ryan
Hardcover
Influence and Persuasion (HBR Emotional Intelligence Series)
Morgan, Nick
Cialdini, Robert B.
Review, Harvard Business
Paperback
Building Great Businesses: Create Momentum, Overcome Setbacks, and Scale with Confidence
Becker, Scott
Hardcover
Getting to Yes: Negotiating Agreement Without Giving in
Patton, Bruce
Fisher, Roger
Ury, William
Paperback
Anchored, Aligned, Accountable: A Framework for Transcending Bullsh*t and Transforming Our Lives and Work
Bethea, Aiko
Hardcover
The Algorithm: The Hypergrowth Formula That Transformed Tesla, Lululemon, General Motors, and Spacex
McNeill, Jon
Hardcover
From Operator to Owner: The Entrepreneur's Guide to Running a Business That Doesn't Run You
Landry, Liz
Hardcover
Hbr's 10 Must Reads on Strategy, Updated and Expanded (Featuring the Five Competitive Forces That Shape Strategy by Michael E. Porter)
Porter, Michael E.
Kim, W. Chan
Review, Harvard Business
Paperback
The Year in Tech, 2026: The Insights You Need from Harvard Business Review
Anthony, Scott D.
Webb, Amy
Review, Harvard Business
Paperback
Feedback That Works: How to Build and Deliver Your Message, Second Edition
Center for Creative Leadership
Paperback
Hbr's 10 Must Reads on High Performance, Updated and Expanded (Featuring Nine Things Successful People Do Differently by Heidi Grant)
Goleman, Daniel
Review, Harvard Business
Grant, Heidi
Paperback
The Phoenix Project: A Novel about It, Devops, and Helping Your Business Win
Kim, Gene
Behr, Kevin
Spafford, George
Paperback
Hbr's 10 Must Reads on Managing People, Updated and Expanded (Featuring Are You a Good Boss--Or a Great One? by Linda A. Hill and Kent Lineback)
Goleman, Daniel
Hill, Linda A.
Review, Harvard Business
Paperback
Take It Personal: How to Succeed by Building Relationships and Playing the Long Game
Grutman, David
Hardcover
Inside the Owner's Box: Conversations on Power and Leadership in Sports
Rubenstein, David M.
Hardcover
Competing in the Age of AI: Strategy and Leadership When Algorithms and Networks Run the World
Lakhani, Karim R.
Iansiti, Marco
Hardcover
Generative Ai: The Insights You Need from Harvard Business Review
Mollick, Ethan
Cremer, David De
Review, Harvard Business
Paperback
The Way of the Shepherd: Seven Secrets to Managing Productive People
Leman, Kevin
Pentak, William
Hardcover
Playing to Win, Expanded with Bonus HBR Articles: How Strategy Really Works
Martin, Roger L.
Lafley, A. G.
Hardcover
False Solutions: A Leadership Parable of Strategies That Feel Right But Fall Short
Syquia, Nenuca
Hardcover
The Hard Thing about Hard Things: Building a Business When There Are No Easy Answers
Horowitz, Ben
Hardcover
Hbr's 10 Must Reads 2026: The Definitive Management Ideas of the Year from Harvard Business Review (Featuring the Strategic Genius of Taylor Swift by
Meyer, Erin
Flyvbjerg, Bent
Review, Harvard Business
Paperback
Demand-Side Sales 101: Stop Selling and Help Your Customers Make Progress
Moesta, Bob
Engle, Greg
Hardcover
The 6 Types of Working Genius: A Better Way to Understand Your Gifts, Your Frustrations, and Your Team
Lencioni, Patrick M.
Hardcover
Genius at Scale: How Great Leaders Drive Innovation
Tedards, Emily
Wild, Jason
Hill, Linda A.
Hardcover
The 360 Degree Leader Workbook: Developing Your Influence from Anywhere in the Organization
Maxwell, John C.
Paperback
Hbr's 10 Must Reads on Emotional Intelligence, Updated and Expanded (Featuring What Makes a Leader by Daniel Goleman)
Ibarra, Hermina
Review, Harvard Business
Goleman, Daniel
Paperback
The Oz Principle: Getting Results Through Individual and Organizational Accountability
Hickman, Craig
Connors, Roger
Smith, Tom
Paperback
Getting You Ready for Power: A Woman's Guide to Building Confidence, Community, and Career Success
Meruelo, Alexis
Paperback
Difficult Conversations: How to Discuss What Matters Most
Stone, Douglas
Patton, Bruce
Heen, Sheila
Paperback
The One Thing: The Surprisingly Simple Truth about Extraordinary Results
Keller, Gary
Papasan, Jay
Hardcover
How to Win Friends and Influence People: Updated for the Next Generation of Leaders
Carnegie, Dale
Hardcover
Psychological Safety (HBR Emotional Intelligence Series)
Auger-Dominguez, Daisy
Review, Harvard Business
Edmondson, Amy C.
Paperback
Inner Excellence: Train Your Mind for Extraordinary Performance and the Best Possible Life
Murphy, Jim
Paperback
The Trusted Advisor: 20th Anniversary Edition
Maister, David H.
Galford, Robert
Green, Charles
Paperback
Biblia del Vendedor: Tecnicas Efectivas Para El Vendedor Competitivo
Dey, Alex
Dey, Alejandro
Paperback
The 5 Languages of Appreciation in the Workplace: Empowering Organizations by Encouraging People
White, Paul
Chapman, Gary
Paperback
Dirtbag Billionaire: How Yvon Chouinard Built Patagonia, Made a Fortune, and Gave It All Away
Gelles, David
Hardcover
Team Topologies, 2nd Edition: Organizing Business and Technology for Fast Flow of Value
Skelton, Matthew
Pais, Manuel
Paperback
Indispensable: How to Become the Company That Your Customers Can't Live Without
Calloway, Joe
Hardcover
The Founder's Mentality: How to Overcome the Predictable Crises of Growth
Zook, Chris
Allen, James
Hardcover
Be Our Guest-Revised and Updated Edition: Perfecting the Art of Customer Service
The Disney Institute
Hardcover
Say This, Not That: How to Master 7 Dreaded Conversations As a Leader in the Modern Workplace
Flickinger, Chris
Paperback
Covert Cows and Chick-Fil-A: How Faith, Cows, and Chicken Built an Iconic Brand
Robinson, Steve
Paperback
You Don't Need a Title to Be a Leader: How Anyone, Anywhere, Can Make a Positive Difference
Sanborn, Mark
Hardcover
Who Not How: The Formula to Achieve Bigger Goals Through Accelerating Teamwork
Hardy, Benjamin
Sullivan, Dan
Hardcover
The Heart Work of Modern Leadership: 6 Differentiators of Exceptional Leaders
Grossman, David
Paperback
Rollout: Get Your Entire Team Running on EOS to Achieve Your Vision
Fahey, Beth
Smith, Marisa
Hardcover
Hbr's 10 Must Reads on Artificial Intelligence, Updated and Expanded (Featuring How AI Can Help Managers Think Through Problems by Elisa Farri and Gab
Review, Harvard Business
Davenport, Thomas H.
Agrawal, Ajay
Paperback
The Octopus Organization: A Guide to Thriving in a World of Continuous Transformation
Werner, Jana
Le-Brun, Phil
Hardcover
Rewired: McKinsey's Playbook on How Leading Companies Win with Technology and AI
Levin, Robert
Lamarre, Eric
Smaje, Kate
Hardcover
The Asshole Survival Guide: How to Deal with People Who Treat You Like Dirt
Sutton, Robert I.
Paperback
The New Gold Standard: 5 Leadership Principles for Creating a Legendary Customer Experience Courtesy of the Ritz-Carlton Hotel Company
Michelli, Joseph A.
Hardcover
Never Settle: Persuasion and Negotiation Skills to Get What You Want
Qureshi, Attia
Richardson, John
Hardcover
The Adaptability Quotient: Rewiring Your Mind for Success in the Next Human Era
Litowitz, Alec
Hardcover
Positive Intelligence: Why Only 20% of Teams and Individuals Achieve Their True Potential and How You Can Achieve Yours
Chamine, Shirzad
Hardcover
The Advantage: Why Organizational Health Trumps Everything Else in Business
Lencioni, Patrick M.
Hardcover
The Outsiders: Eight Unconventional CEOs and Their Radically Rational Blueprint for Success
Thorndike, William N.
Hardcover
$100m Lost Chapters: Lost Treasures from $100M Offers, $100M Leads, and $100M Money Models
Hormozi, Alex
Hardcover
The Things We Hide: A Guide to Identifying Hidden Barriers and Leading with Authenticity
Dickerhoof, Tyler
Hardcover
The Effective Executive: The Definitive Guide to Getting the Right Things Done
Drucker, Peter F.
Paperback
The Lean Six SIGMA Pocket Toolbook: A Quick Reference Guide to Nearly 100 Tools for Improving Quality and Speed
Rowlands, David T.
Price, Mark
George, Michael L.
Paperback
The Practice of Adaptive Leadership: Tools and Tactics for Changing Your Organization and the World
Grashow, Alexander
Linsky, Marty
Heifetz, Ronald A.
Hardcover
Social Capital at Work: Building the Hidden Asset That Drives Trust, Engagement, and Performance
Rachlin, Seth
Burrows, John
Hardcover
The Score Takes Care of Itself: My Philosophy of Leadership
Walsh, Bill
Jamison, Steve
Walsh, Craig
Paperback
The 21 Irrefutable Laws of Leadership: Follow Them and People Will Follow You
Maxwell, John C.
Hardcover