July 9th, 2009 @ 5:30 am
Every sales teamn has a “culture” that defines how employees are supposed to behave. The easiest way to understand that culture is to examine the metaphors that team members habitually use. For example, sales reps who constantly compare business to a “battlefield” will react more vigorously (and perhaps precipitously) to a competitive threat, compared with sales reps who tend to view business as a “playing field.”
Here’s how to assess your sales team’s culture in about 30 seconds.
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ddraper00
It would be interesting to see what would happen in this quiz if there were not values associated with the questions until after you chose which one fit your team. I tried to be honest and covered the values so that they would not influence my answers.
Geoffrey James
Geoffrey James has sold and written hundreds of features, articles and columns for national publications including Wired, Men's Health, Business 2.0, SellingPower, Brand World, Computer Gaming World, CIO, The New York Times and (of course) BNET. He is the author of seven books, including Business Wisdom of the Electronic Elite (translated into seven languages and selected by four book clubs), and The Tao of Programming (widely quoted on the Web as a "canonical book of... more »
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