Brad was a supersuccessful national sales manager known as “Brad the Ax.” If you produced for him, great; if you didn’t, he fired you. Brad focused on short-term gains, achieving immediate goals, and the bottom line. Some of his favorite sayings were these:
“I’m like Frank Sinatra. I want it my way.”
“Do it now.”
“Time is money.”
“Buy or die!”
Brad was happy with his methods and their results until his top salesperson, Kim, whom he had trained and mentored, tried to intimidate and embarrass a CEO into buying. The CEO was so offended that he gave Brad an ultimatum: fire Kim or lose his organization’s large ...