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The Agile Leader: A Playbook for Leaders by Steve Gladis

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Chapter 13: Changing Teams

Wow, indeed. The rest of that year was quite a ride. Not only did the entire sales force team stay on plan, but they also blew the numbers out of the water and into the stratosphere. Even Sam was astonished, not to mention the board. In fact, the CFO started to double- and triple-check the numbers each month to make sure he hadn’t miscalculated the monthly double-digit sales numbers the sales force team was turning in.

“I don’t know what you’re feeding these folks, Luke. Just don’t stop it,” Sam said one morning after seeing the huge profit margin contained in a quarterly report.

“That’s just it. I’m not feeding them anything. They’re feeding themselves.”

At the end of the year when the final numbers were in, Luke could ...

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