Most Companies take time and care to develop and publicise their values. Great Companies ensure that everyone knows these values, understands them and lives them.
Great Sales People therefore reflect these values in every interaction both internally and externally – they’re the golden threads that work their way through every thought, word and deed.
Values are specific to each Company, of course, but they also need to be consistent with each Sales Person’s own personal value set.
For example. If a Company genuinely wants to be admired for Customer Success, Sales People who care for nothing but their commission cheque will demonstrate ‘hit & run’ behaviours in their Customer & Prospect interactions. They may be great in a different Company with different values, but they won’t be great for the aspirational brand.
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