Are You Selling at Every Level?

Are You Selling at Every Level?: by Gerhard Gschwandtner
While many companies promise to build their organization around the needs of their customers, few companies can claim that they organize themselves around the needs of their salespeople. Yet the two are inevitably linked: in a sales-focused culture in which the entire company (not just the sales department) is involved in selling, salespeople are more successful and customers are more satisfied. Highly successful companies not only create customer-focused organizations but also back up their commitment with sales-focused cultures. What are the elements of a sales-focused culture? Ideally, a company sells at three distinct levels. At the C-level, top executives set...