An organization’s vision is a guiding image of success formed in terms of a huge goal. It is a description in words that conjures up a picture of the organization’s destination. A compelling vision will stretch expectations, aspirations, and performance. Without that powerful, attractive, valuable vision, why bother? A mission statement communicates the essence of […]
The Importance of Building a Shared Mental Model
One of the most important responsibilities of a sales leader is to translate the organization’s vision, mission and values into a meaningful context that sales teams can relate to and feel excited by. If this is achieved then the leader will have created a sales team with a shared mental model. This transforms an ordinary […]
What or Who Are “People Developers?”
Motivating is that leadership skill of developing other people to do a better job. Within every business, there are recognized criteria for people development. What are those criteria for developing others (let’s call them “People Developers”)? Achievement Recognition Participation Growth These four factors are inter-related and overlap. One factor may be more important to one […]
Don’t Ever Lose Your Uniqueness
I was recently asked that if I believed that all customers and clients – and presumably prospects – are unique, would I agree that all front-line sales professionals are unique? Both the short answer and the long answer to that question is an unequivocal YES, most certainly they (we) are. This is precisely why I […]