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Sales Warrior Lesson 8: The Need for a PhilosophyThe first four elements of positioning—climate, ground, leadership, and methods—are the temporary components defining a sales position. These factors change over time as you advance your position. As we said, all positions are dynamic. The question is, what shapes and determines their direction over time? The answer is the fifth element, what Sun Tzu called "philosophy" and in front-line strategy we call "mission." This element provides the goals and values that act as the glue to bring a strategic position together and make sense of it. Mission provides the motivation that directs future choices. When you understand a person's or an organization's motivation, you understand where they are trying to go and why. Though you cannot predict their path directly, knowing their mission gives you a general idea.
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
