The Cultural Sales Leader: Sustaining People, Attaining Results
- 3h 43m
- Richard Cogswell
- Business Expert Press
- 2024
Behaviors Form Culture, Leading to Results
The Cultural Sales Leader is about sales leadership, creating a performance culture, and followership. It is about creating a vision and then building an organization and approach which will make that vision a reality. It’s about building a people first culture that is bound to the mission you have set out and it is about thinking beyond the present to where you want to be as an organization in 3 to 5 years’ time.
This book is for anyone interested in business, in sales, sales leadership, or organizational culture building–no matter what level of experience or seniority. It contains the templates and approaches to help you to shape the way you identify, create, analyze, and execute on your people first strategy, whilst bringing the entire organization along with you to attain sustainable, transformational results.
The author outlines a layering process to becoming an expert in your business and identifying the key growth areas to allow you to get beyond the pure focus of your current financial year. It is about how you build a growth engine. The pathway to achieving this most effectively is through your people and culture. Get the people element right and the results will come.
About the Author
Richard Cogswell is a people first sales leader. He is an organizational team builder who believes that people, vision, values, and behaviors build winning sales cultures. Richard has held multiple senior sales leadership positions within a number of industries, working across EMEA, the US and APAC within startups and listed multinational companies.
Whether newly hired or promoted, or for those with experience already gained on the journey, Richard aims to show a methodology focused on how you might best lay down the foundations for exponential and sustained growth through the sales leadership function and critically through the catalyst of culture.
In this Book
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Foreword: The Mission and Thanks
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Introduction
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The Stages of Sales Management
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Scenarios You Will Face
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Enhanced SWOT Analysis
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Your 90-Day Plan
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Getting to Know Your People
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The Sales Team
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Managing Difficult Personalities
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Identifying Your Network
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The CRM and Pipeline Management
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Create Your Culturally Aligned Sales Strategy: The “Cornerstone”
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The Power of Hospitality, Offsites, and Company Days
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Create Your Sales Plan: The Living Document
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Going a Step Deeper
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The Existing Client Review
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Reviews and Pivots
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How to Create Culture, Cadence, and Followership
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Feedback and Availability
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Conclusion: Fun
