CONCLUSION
WHAT SENIOR EXECUTIVES SHOULD KNOW ABOUT SALES
“Leadership” is a growth industry. As I write, Amazon lists over ninety thousand results for books about leadership. Once you get beyond the snack-crackle-pop genre, most focus on emotional intelligence, charisma, avoiding narcissism (usually your problem, not their problem, according to the authors of those books), alleged “transformational” leadership qualities, and other psychological and personal traits. The same is true for most executive education courses on the topic. But as a great organizational scholar, James March, once put it, “Leadership involves plumbing as well as poetry.” ...
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