CHAPTER 1
As Goes the Leader, So Goes the Organization
I can point to the exact spot on the Highway 40 exit to Ballas Road where I finally gave in and called my dad. After an incredible ten-plus-year run as a top-producing salesperson for various companies and another successful, fun four years coaching salespeople and sales teams how to develop new business, I was struggling mightily in my first sales management role.
For the life of me, I couldn’t figure it out. How could I be struggling so badly after so many years as both a top individual producer and a highly respected sales coach? So, what does a thirty-eight-year-old clueless executive do when he’s out of ideas and tired of banging his head against the wall? Darn right. He picks up the ...
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