From the course: Becoming Head of Sales: Developing Your Playbook

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How to understand your environment

How to understand your environment

From the course: Becoming Head of Sales: Developing Your Playbook

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How to understand your environment

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- When entering any new scenario that's a big deal in your life, it could be at work or could be in your personal life, I've found it to be a great practice just to pause before you make any big decisions and to assess the context of your environment. The reason why this is important is that the differences in your environment could lead to you making very different decisions about what you need to do to succeed. For example, I recently had a good friend who became the head of sales at a fast-growing software company, and she decided to break her process of understanding her context into four parts. The first was to really understand the history that has gone on inside the company prior to her arrival. Who is the person she replaced? What was the rationale behind deciding to find a new sales leader? What's the history of the product in the market? Do customers love it? What's the history with the team, with the organization? Why are all those pieces the way that they are? And…

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