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Individual behaviors can impact overall sales performance from "summary" of What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level by Marshall Goldsmith,Bill Hawkins,Don Brown
The way salespeople behave on an individual level can have a significant impact on their overall sales performance. This concept is crucial to understand as it highlights the personal responsibility that each salesperson holds in contributing to the success of the team or organization. When salespeople exhibit positive behaviors such as active listening, empathy, and effective communication, they are more likely to build strong relationships with clients and close deals successfully. Conversely, negative behaviors such as arrogance, defensiveness, or lack of follow-through can hinder their performance and ultimately affect the team's overall sales numbers. Individual behaviors not only influence the outcome of specific sales interactions ...
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