19. Focus on the Result, Not the Excuse
A leader has to be able to change an organization that is dreamless, soulless and visionless…someone’s got to make a wake up call. —Warren Bennis
If you are a sales manager, you probably run into the same frustrations that Frank did when he talked to us from San Francisco.
“I believe I need advice on how to deliver the ‘Just Do It’ message to my people,” Frank said. “I’ve said it every way I can, and I think I’m starting to sound like a broken record. I don’t know why I called you. I thought maybe you were advising your clients to pick up some new book to read, or that you might have some general words of wisdom.”
“What, specifically, is your problem?”
“Half of the people on the team I manage are total ...
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