One of the most fascinating and rewarding parts of my job is sharing ideas and perspectives with top global sales leaders. These sales executives are responsible for delivering billions of dollars in revenue and millions of dollars in bottom line impact to their companies. They are some of the sharpest, most interesting people that you will ever meet. They wake up every day and with the challenge of staying 2 steps ahead of a competitive environment that is changing faster than ever before. So, this group has strong convictions about what it takes to succeed in today’s business environment.
One of my favorite questions to ask when I am with one of these leaders is: “What do you believe your organization needs to do differently in order to achieve your goals?” A topic that often arises is leadership. Frequently heard comments are: