What Got You Here Won't Get You There in Sales: How Successful Salespeople Take it to the Next Level

A Letter from Marshall Goldsmith

Don, Bill, and I share over 100 years of experience in the applied behavioral sciences, from earning advanced degrees to working in some of the most highly successful organizations on the planet (and some not-so-successful ones). The common thread that runs throughout our collective past is belief in the power and resilience of the human spirit. Whether coaching top executives or working with sales or service reps, we have come to the following seemingly irrefutable conclusions about the human condition:

 

1. People quite naturally try to connect to other human beings and under the right conditions do connect.

2. People quite naturally exercise free will and, given the proper methodology, can and do consciously ...