In the real world, how is it, exactly, that a concentration on the 6 Critical Sales Leadership Processes contributes to your efforts to create a great sales culture? Glad you asked.

Take, for example, your sales call process and your sales cycle process. When you focus on these processes properly and consistently to provide direction on the quality and quantity of sales activities, you are instilling a certain culture. That culture is based on the particular sales behaviors that have the best chance of leading salespeople toward success. (The Action Selling ® system is built upon those particular behaviors.)

Therefore, these processes define what success looks like—and they define it correctly. Sales leaders who maintain this focus create a sales culture that is always moving in the right direction. Why? Because they are following the right map…