Managing for increased value—by the book
If you want to manage for overall business growth, you’ll appreciate the practical, easy-to-implement tactics that Mastering the Rockefeller Habits by Verne Harnish offers. The recommendations are not only dead-on for developing a high-performance sales culture, but also work for the new sales management environment that spans the three generations I discussed in last month’s e-letter.
The fundamentals of running a great company are the same as running a great sales organization. As Verne says:
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Anyone with children will recognize the
fundamentals I’ve summarized as follows:
- Have a handful of rules.
- Repeat yourself a lot.
- Act consistently with those rules.
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All of Verne’s recommendations revolve around leveraging priorities, data and rhythm to keep everyone in the sales organization focused on desired results.
I’ve created an easy-to-follow primer covering those recommendations that are most applicable to the sales organization.
Maybe you’ve already adopted some of Verne’s tactics. I’d really
like to hear how they’re working. I’d also like to know if you found the information helpful for creating a No-Excuse Sales Culture™. I hope his concepts inspire you!
