The Sales Focused CEO:: Looking at Business Through a New Lens by Crane Adele

Author:Crane, Adele [Crane, Adele]
Language: eng
Format: epub
Published: 2016-03-08T22:00:00+00:00

The business cannot pause and wait for people to adopt the right attitudes. Skills are not important—attitude is important. People can learn skills, and the processes assist them on their journeys. Companies often fail to deliver strategy and sales goals; they become overly focused on fostering environments where nonperformance and lack of engagement are managed through nurturing, believing that the company is obligated to assist such people.

This is a highly debatable point, but within sales organizations, each day that a person fails to deliver will affect the broader company, since that person is not bringing in revenue. If such people have no desire to improve within a commercially realistic timeline, then they have determined their futures through their own actions. It’s time for them to step off the bus. Getting them off the bus contributes to the culture of the business and allows those who will contribute to engage with like-minded people; working together, they will build even greater momentum and energy in the business.

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