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Must-Win Battles: How to Win Them, Again and Again by Tracey Keys, Thomas Malnight, Peter Killing

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Chapter 7. Engaging the Organization

Maria (two weeks after returning to the office):

I left the kick-off event with a lot of hope. Like everyone else, I really believed in our MWBs. For the first time we all were aligned and committed to the same agenda. And we had developed trust in John and in each other, so some barriers had definitely been broken. We were convinced we could make a difference, and we all knew what we had to do. I was looking forward to delivering my progress report at our first meeting.

But when I got to the office, there were more than 200 e-mails waiting for me, and 30 telephone calls to return. My sales teams were virtually lined up outside my door, pressing me to make decisions that had been piling up the previous week. ...

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