Sales leadership is not for everyone - it comes with great responsibility, great ambiguity & complexity, challenges and opportunity. We are all products of our environment which often results in sales people being promoted into sales leadership roles & the only model they have to follow is their sales manager & what they have seen in the environment. Hence the focus is on the hard and tangible kpi's - monthly sales quotas, number of emails sent, number of calls made, number of presentations delivered, conversion conversations had. This can become very inward focused, self focused, and result in pushing behaviour. There is a better way.

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