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How Leaders Build Enduring Sales Capacity
“It was the best of times. It was the worst of times.” This famous opening from Charles Dickens’ classic, A Tale of Two Cities, reflects what successful business leaders recognize.
Successful business leaders, as evident by the Business Journal’s recognition of the Top 100 Public Companies Best and Worst Performers (September 8, 2006 issue), build capacity that endures through both times.
In my work in helping leaders build sales capacity that not only capitalizes on current economic inertia but also has the capacity to thrive (not merely exist) during difficult times, I ask myself some of the same questions that the authors of Primal Leadership ask:
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- What emotional resources and values do leaders need to thrive amidst chaos and turbulent times?
- What enables a leader to inspire others to do their best work and to stay loyal when other jobs beckon?
- How do leaders create an emotional climate that fosters creative innovations, all-out performance, as well as warm and lasting client relationships?
Preface, xi
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Their conclusion: Leaders with emotional resonance have a positive impact on both strategy and results while those with dissonance spread negativity, causing their companies to flounder.
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What organizations everywhere need now is to realize the benefits of primal leadership by cultivating leaders who generate the emotional resonance that lets people flourish.Preface, xi
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One of the other leadership characteristics of companies that consistently perform is the “servant leadership” mindset. I recommend that you check out the Servant-Leader Training Academy which integrates Robert Greenleaf’s foundational concept of leading by serving first, with the latest thinking of top researchers. For more information, see my notable resources section below.
Click here for my review of Primal Leadership.
Speaking of the best of times…I’m pleased to have joined the Board of Directors of the National Speakers Association’s Minnesota Chapter. For more information about
my speeches (The No Excuse Zone, Building
the No Excuse Team ) and availability, click here.
Discipline. Creativity. Results.
Danita
Upcoming Events
Sponsoring: How to Build a Superior Sales Force |
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A fast-paced, one-hour presentation, led by sales force
development expert Dave Kurlan, who will share his experience from evaluating
the sales forces from more than 7500 companies.
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Topics:
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Do you have the right people in the right roles? Can you tell the difference between salespeople who can vs. will sell? Pipeline Management—How to turn your lumps of coal into Gold Bullions. Role of Sales Management—The impact they have on your success and failures. Over Achievers—How to find them and develop them. Recruiting—A Peak into a world-class sales recruiting process.
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Who: |
Senior management interested in improving their sales force's ability to
sell more at higher margins.
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When: |
Thursday, Sept 21, 2006 11:00 AM to 12:00 Noon Eastern DT
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Where: |
Online via WEBEX's online conferencing solution. Click here to register today!
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Register: |
Register today by going to http://www.salesgs.com/events/kurlan200609.htm and then click on the Register Now button.
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For more information, feel free to call me at 612-267-3320. |
Clients in the news
- Congratulations to Pemstar (#12) for being one of the only two companies on the Performance Report for The Business Journal’s Top 100 Public Companies in Minnesota to double its stock price since the beginning of the year. Datalink Corp. (#7) is the other company.
- Congrats to Apogee Enterprises Inc. for being #60 on the The Business Journal’s Top 100 Public Companies in Minnesota.
- Northern Tool takes smart approach to customer intelligence.
- Congratulations on your recent move, Great Northern Equipment and Innovative Marketing Solutions.
- Congrats to Weatherly Consulting and Digineer for being in The Business Journal’s Growth 50 Diary graduating class of 2005-06.
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Notable resources
I recommend that you check out the Servant-Leader Training Academy which integrates Robert Greenleaf’s foundational concept of leading by serving first, with the latest thinking of top researchers. This academy is offered in collaboration with Saint Mary’s University of Minnesota and The Hendrickson Institute for Ethical Leadership.
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Zig Ziglar
Zig Ziglar tells Danita Bye, "Keep it up, and it’s more than a cliché to say that I’ll…see you over the top!"
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