Last Updated Jul 9, 2009 9:42 AM EDT
Every sales teamn has a "culture" that defines how employees are supposed to behave. The easiest way to understand that culture is to examine the metaphors that team members habitually use. For example, sales reps who constantly compare business to a "battlefield" will react more vigorously (and perhaps precipitously) to a competitive threat, compared with sales reps who tend to view business as a "playing field."
Here's how to assess your sales team's culture in about 30 seconds.