CHAPTER TEN

Making Extraordinary Things Happen Through Company Alignment

We begin the end of our journey by returning to the beginning. As we talk about the final aspect of ChannelPRO™ to be applied in the creation of a hybrid sales channel, we have to start with company alignment. This starts at the top, but it’s more than a matter of getting executive sponsorship. No matter what level of executive support you have for your hybrid sales channel, change like this doesn’t happen from the bottom up. It takes execution action and inspired leadership.

Five Key Tenets of Effective Leadership

Before we dig into the many facets of company alignment, let me tell you a story from a time earlier in my career. Each of us has been inspired and encouraged ...

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