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1. The Real Value Of Innovation
Innovation is creativity channeled into productive use. Sales leaders look for opportunities to take a creative approach to problem solving and even finding problems. A study at Bell Laboratories on creativity sought to understand what led some people to be more creative than others. What the study found as a common denominator was that creative people all thought they were creative. They approached problems in a creative manner and, as a result, were more likely to come up with creative solutions. Th...

2. A New Blueprint for Meetings ~ the Involvement Edge
Here is how you create high-involvement meetings: Start by making people feel welcome. Take time to foster connections among people. Discover the way things are—build a shared picture of the current situation. Elicit people's dreams—build a shared picture of where you want to go. Decide on who does what to create the future you've agreed upon. Pay as much attention to endings as you do to beginnings....

3. Should the Same People be Involved Throughout all the Work
Sometimes everyone included is on board throughout. Sometimes some of the players change, as different knowledge, viewpoints, and skills are needed, while a core of people remains to provide continuity. In small jobs such as planning an awards banquet for the soccer team, you want the same crew involved throughout. In larger initiatives such as the Naperville Futures Project, some people change as the work changes. Involving the right folks at the right time in the life of an initiative is crucial to its success. It infus...

4. How to Prepare People for Future Work and Keep Them Involved
When we finish a job, we would like to leave people better prepared to be involved and involve others in the future, whether it is similar work or something completely different. It can take time and energy to do this. At the end of the work, it might seem easy to think we don't need to invest any more in reviewing what we did. In fact, we might want to avoid going over the difficulties. Next time we come to do something, we may wish we had captured the lessons and noted ideas for the future. And by then it might be too l...

5. The Three Roles of Sales Leaders
There are three roles of a sales leader in creating a climate for change: Challenge the status quo. Create and communicate an exciting vision. Support, encourage, and recognize those pursuing that vision. Getting what you need for your customers may mean initiating change at your own company. That will mean that you will have to make a case for why your proposal is essential to keeping your customer’s business, and perhaps the business o...

6. The Sales Leader`s Challenge
The sales leader’s challenge is To take the initiative To not accept the status quo when the present way of serving customers is less than it could be To inspire others to follow his or her vision for achieving what seems to be impossible To maintain confidence and control in the face of crisis and uncertainty To provide communication, compassion, and direction when needed Sales leaders look at the s...

7. Coaching Your Teammates
While your immediate boss is expected to be your coach, the span of control of managers is becoming so great that they are having difficulty helping their people. This creates opportunities for people to help each other improve their jobs in an informal way. Here's how you can contribute to your work area's success by assisting your co-workers. Share your technical knowledge with those around you. This will improve productivity. It will also demonstrate your collaborative skills — something that co...

8. Change: Becoming a Champion
You may be disappointed if you fail; trust you are doomed if you don't try. In life, always tell yourself that things are fine as they are, butwould be even better if they were different. Change is a fact of life in the new millennium. Those who are waiting for the dust to settle are living in a world of fantasy. Change will continue, with one difference — it will happen more often and it will take place in bigger increments. You must adapt or die like the dinosaur. Here a...