Leadership is a potential source of revenue problems, as we discovered in Part 1 of this blog series. 30+ years of experience with various employers and organizations and has made that crystal clear to me, although it’s not a popular theory. Especially among the leadership!
Every team needs a leader, and your sales team is no exception. Patrick Lencioni’s book The Five Dysfunctions of a Team backs up my theory and helps describe the most common pitfalls. We reviewed Trust and Constructive Conflict in part 1, so now it is on to the final three points: Commitment, Accountability (one of my favorites) and Results.