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Sales Warrior Lesson 7: Competitive SuccessLeadership and methods are opposite and yet complementary concepts. Leadership is the realm of creative ideas. Methods are the realm of execution. Leaders make decisions. Methods execute decisions. As leaders, we act alone because we make most of our decisions alone. Using methods, we interact with others in other organizations. Leaders choose methods in the same way they choose the ground. For example, as a salesperson, you choose the sales process that you use. By definition, all successful methods involve the division of labor. In a sense, your customer's methods begin where your methods end. What determines that division is the element of leadership. Your span of control ends where your customer's control begins. Both good leadership and good methods are necessary for success. A good leader without good methods is a dreamer who cannot get anything done. An effective doer without good decision-making skills does a lot of work but doesn't get much of value accomplished.
The entire purpose of learning the methods of
front-line strategy is to enable you to make the best decisions in a competitive
sales environment. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
