
Lotta Broberg är en expert inom försäljning, ledarskap och kommunikation, med över 15 års erfarenhet av att coacha och utbilda säljare och ledare. Foto: Chabro
Att skapa en säljande kultur är en lagsport. Det är inte något som kan delegeras till säljavdelningen och sedan glömmas bort i ledningsgruppen. Tvärtom, menar Lotta Broberg – det måste börja i toppen och genomsyra hela organisationen.
– Försäljning är en elitidrott, och det gäller även ledarskapet. Man måste ha grundförutsättningarna på plats för att laget ska kunna prestera på topp.
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