A Message to Sales Leaders

“That which seems the height of absurdity in one generation often becomes the height of wisdom in another.”

—Adlai Stevenson, American vice president (1835–1914)

This chapter is dedicated to those of you responsible for making sure your team “hits the number.” You lead the charge, you set the tone, and it is you who must balance organizational goals while managing your team members’ personal and professional aspirations. Sales leadership is not for the faint of heart and can be a “survival of the fittest” experiment for those who take on the challenge.

Meet our friend Keith. He is a sales leader who manages a team of 18 sellers calling on strategic accounts. Keith has more than 15 years of leadership experience, prior ...

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