Creating Your Sales Team

Belief Systems and Human Behavior in Sales; Constructing a Culture

By: John M. Hanson

Narrated by: Andrew L. Barnes

Everyone has a belief system. This may be religiously influenced, but often it's a product of the person's personality and experiences. There are certain actions that our belief systems tell us are "right" and "wrong." These are often subconscious. Whether we intend to or not, we take our belief systems with us to work. It is a manager's job to understand the belief system of every team member and its effect on efficiency and productivity.

Experienced sales team manager John M. Hanson has written Creating Your Sales Team to help managers identify and classify these belief systems. He categorizes employees' values into six themes: accountability, hard work, fairness and justice, arrogance and entitlement, discipline, and success. By understanding how various team members think about these six categories, managers can tailor their teams to avoid clashes or stagnation.

In addition to specific advice on recognizing and utilizing these value systems, Hanson includes information about what to look for in the initial hiring process and how to establish and enforce a company culture that encourages good performance. Become the social engineer of your team, and help encourage team members to reach their full potential.

©2016 John M. Hanson (P)2017 John M. Hanson

Fantastic!!!

Great insights! Great narration! Extremely important information. Riveting from the get-go. A must read (listen to).

The psychology of success!

The connection between individual's belief systems, team culture and sustainable sales performance was made perfectly clear. Thank you!

Motivational

I purchased this book as a non-sales person hoping to look into the thoughts of s salesman. I found it to be useful insight to use in hiring my own staff at my small business. A really good book for anybody in business not just in real estate!