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Selling with Noble Purpose: How to Drive Revenue and Do Work That Makes You Proud by Lisa Earle McLeod

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Chapter 14

How to Keep Internal Projects from Sucking the Soul Out of Your Sales Force

Purpose is far more than the starting point of great companies, it is the centerline that guides institutions to greatness over time.

—Ralph W. Shrader Chairman & Chief Executive Officer Booz Allen Hamilton

How many times have you seen an organization adopt a rigorous process improvement, lean initiative, or accountability program that starts out with a bang but winds up as nothing more than a meaningless, draining exercise of going through the motions for senior leadership?

The goal may be to reduce inventory, improve turnaround time, or cut costs, but the process winds up stripping away all sense of meaning and purpose. The very reasons that prompted people to start the project are forgotten during the grind of getting it done. Everyone loses enthusiasm, and it becomes a “make work” exercise that they wait to finish.

It’s not just a callous corporate stick mentality that causes us to lose sight of our purpose; we lose sight of purpose in lots of areas:

  • We renovate our home to create a more inviting space but wind up fighting over carpet colors.
  • We volunteer for a worthy cause because we want to make a difference but become easily frustrated with all the committee work.
  • We plan a vacation to spend quality time with our family and find ourselves snarling at our kids by the end of it: “We’re going to have fun as a family whether you like it or not!”

Can you relate?

It’s human nature to get bogged ...

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