If You’re Not There, Neither Are Your People

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I spoke to five different sales organizations in January this year. Three of these sales organizations were engaged in a sales transformation. I want to describe the difference between one of those organizations and the two others. Leaders Engaged In the first two … [Read more...]

On Leaders and Culture

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Culture is what takes over when leadership and management isn't around. Culture is what takes over in those moments of truth, when a decision makes a difference--for good or for ill. Culture is what happens when the organization's real values are brought to life in the actions … [Read more...]

The Spiritual Leader of the Sales Force

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Every sales organization has a spiritual sales leader. There is a sort of religion that develops within the sales organization, and the spiritual leader establishes and maintains that religion. The rest of the salesforce looks to the spiritual leader to determine what they are … [Read more...]

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