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Leadership Is Not A Matter of Title or Rank…..And….Many Are Watching

July 12, 2017

By Sid Chadwick, Chadwick Consulting, Inc.

“Whether you know it or not…every Sales Rep, CSR, and management person in your organization is watching…. to see if you are personally making appointments, going on Sales Calls… and leading your department in the development of business….. …no one has to say anything.”………….Phone Call Discussion With V.P. of Sales

INTRODUCTION:
In a series of conversations with a talented, experienced V.P. of Sales, my opinion was that he had, unknowingly, become destructively comfortable --- directing --- Sales Reps to call and make appointments --- but was not himself doing that very thing. 

What he most likely was not aware…that everyone around him was recognizing --- as Lincoln came to recognize the symptoms in early stages of our Civil War --- --- what came to be called by reporters…as…“…a tent general…”

When one reads the Personal Memoirs of Ulysses. S. Grant, one can’t miss the up-front distaste Grant had for officers --- who would --- with cunning --- avoid direct confrontation with their mission of winning the war, and preserving the Union. (Early… “1862 triumphs in western Tennessee won Grant the nickname, “Unconditional Surrender Grant…”)

Money CostSubsequently, this V.P. of Sales made personal appointments in June, went on Joint-Sales Calls, and by the beginning of July through mid-July --- his company had well over a million dollars in open orders --- in their plant.

I’ve long believed that when Michael Jordan --- of Chicago Bulls fame --- stepped on the game court --- both teams --- played better….!

We learn little behind our desks.

Our front line Sales Reps and CSR’s want inspiration, direction…. and examples --- to emulate --- and follow.

SUMMARY:
What I believe most organizations are not aware…. that our Customer Surveys give testimony to…. is that most smart buyers want --- are starved for….. knowledgeable, experienced, reliable suppliers --- and --- supplier Sales Reps and CSR’s…who are worth their time.

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What does your education and training program look like --- especially for your Business Development Department? Does everyone leave each meeting…. better equipped…to do their job?

When that’s demonstrated  --- the buyer has reason to begin testing that supplier --- with work --- previously unavailable.

“Leadership is solving problems. The day soldiers stop bringing you their problems is the day you have stopped leading them. They have either lost confidence that you can help, or concluded you do not care. Either case is a failure of leadership.”..............General Colin Powell

 

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