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The Ultimate Competitive Advantage: Why Your People Make All the Difference and the 6 Practices You Need to Engage Them by Sean Covey, Sue Dathe-Douglass, Shawn D. Moon

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CHAPTER 7

PRACTICE 5: BUILD A LEGACY OF SALES LEADERSHIP

“Talent wins games, but teamwork and intelligence wins championships.”

—MICHAEL JORDAN

WE’VE SAID THAT EFFECTIVE LEADERS are trustworthy people with high purpose, who in turn inspire a level of trust that creates deep loyalty among employees, customers, and extended communities of all kinds. Perhaps nowhere does purposeful, inspiring leadership have the ability to bring about more radical transformation today than in the realm of the sales organization. The assumption throughout the past century was that if you wanted greater sales, all you needed was great salespeople, but that’s no longer true. Customers’ demands are too high, and the selling environment is too complex. Leaders who are ...

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