- November 15, 2011
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
One of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment. That’s the hard part. After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.
According to Robert Hogan, an international authority on leadership and organizational effectiveness, 75 percent of the workforce feel that their bosses are the most stressful part of their jobs.
My friend Jeb Blount, author of the new book, People Follow You, knows that leadership is personal. “When all else is stripped away,” Jeb says, “people don’t work for a company or a paycheck, perks or slogans, people work for you.”
I highly recommend that you take a moment now to read the first chapter here.
Then, buy the book by November 18 and gain access to additional business tips and ideas only available from Jeb’s friends – including me! Click here to learn more now.
I don’t recommend many books or experts in this space so when I do, it’s because I think it’s great. If you didn’t hear about the upcoming Sales Leadership Intensive that I’ll be hosting in Boston during early February 2012, where I’ll include How to Shape Your Environment, and you would like to be notified when details become available, just send me an email and you’ll be among the first to know.
P.S. – When you buy Jeb’s book, make sure to read “Chapter 4: Put People First” at least twice – you’ll never look at your paycheck or your people the same way again. Go to www.peoplefollowyou.com/people-follow-you-book now to see the bonus business tools from me and Jeb’s other friends.