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Real Talk: Sales Leadership - Shaping Behavior

When things have changed as quickly as they have been, adapting, and creating new behaviors is something you may need to do. First, you'll want to be clear on expectations and timing. Second, you'll want to inspect and observe. Third, you'll need to provide feedback to reinforce positive behaviors. Reshaping behavior takes time and happens in increments. Be sure to focus on the wins and positive actions and never scrutinize people. Use data, metrics, and results to drive the desired behavior and adjust when necessary.

About Gary Braun

Gary is a founder and co-owner of Pivotal Advisors. He has worked for 20+ years as a salesperson and sales leader. Gary has been a guest speaker for many groups such as Vistage, Allied Executives, CEO Roundtable, Sales Management Association, and more. If you want to find out more about Gary check out his profile here.

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