In research undertaken in the education sector, it has been clearly established that the biggest impact on pupils’ performance is the belief held by the teacher on the potential abilities of the pupil, rather than any dramatic difference in the inherent abilities. The same is true in sales; the culture of the sales team is set by the behaviours of sales leadership; ‘sales leaders get what they create.’
The importance of belief, confidence and purpose is something we see in sport continuously; the world’s elite sports people see the critical marginal gains that arise from combining process discipline and conditioning alongside great coaching and belief in their purpose.
It starts with the sales leader as a coach.
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