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Sales Leadership

Strategy and Performance

Authors

Sterling Bone, PhD
Utah State University
Scott Baird, PhD
Griffin Hill Consulting

Contributors

Brad Gessell
Course Designer
Kaden Comadena
Course Designer

Developers

Jordan Gardner
Software Engineer
David Hanks
Software Engineer

Editors

Aspen Stander Moore
Content Editor
Edition 1
(rev. 370)

Selling is fundamentally essential to preserve and promote our way of life. It has been said that nothing happens until someone sells something. Sales fuels our economy. The act of selling creates jobs in every sector and industry of our economy—and sales leadership matters because it is a primary driver of economic success! The quality of leadership has a significant impact on the success of any given sales team. This resource applies the principles of leadership to a selling environment and provides a framework for practical application using the Griffin Hill Integrity Sales System. The method, tools, and technology enable leaders to use performance-enhancing principles supported by the scientific literature. This textbook empowers students to apply and use the principles of leadership. It is not enough to discuss the principles of leadership—this textbook will empower leaders to act.

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