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Dave Kurlan is a top-rated speaker, best-selling author, sales thought leader and highly regarded sales development expert.

If you stayed up late and witnessed the Celtics domination of the Lakers last night, you witnessed more than their first championship in 21 years or their 17th overall.  You saw what it was like to have an entire team totally united and committed to a single goal - a championship - and the emotion - 7 foot tall grown men crying - that overtakes people when they achieve their greatest goal in life.

That's why it's so important to get your sales force totally united on the team goal - a big stretch goal - and committed to doing their part.  And when the team achieves that goal, let's hope that your salespeople will celebrate and experience the thrill of victory the way that the Celtics did last night.

(c) Copyright 2008 Dave Kurlan



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Posted by Dave Kurlan on Wed, Jun 18, 2008 @ 05:50 AM

COMMENTS

AAHHH! The Stretch Goal! The Team Goal! Isn't that the hard part? How does a CEO establish that 'team goal'? Is it 'This is the CEO's dream and everyone needs to adopt it and the CEO has to recruit A-players who will adopt it'? Or is it, 'The CEO must determine what the A-players' individual goals are, align them to the team goal, recruit additional A-players (with well aligned personal goals) as needed until the CEO is sure that acheivement of the individual goals will result in acheivement of the team goal?

posted on Wednesday, June 18, 2008 at 7:21 AM by Rick

Hi Rick,
I think your first premise is more accurate. The CEO needs to set the goal (with input from the team) and A players will achieve that goal. I find that A players need to win, whether it's the NBA playoffs, quarterly goals, personal goals, or stretch goals. If you get the A players they will adopt the goal.
Now back to getting A players, do you know any? I need more!!!!!!

posted on Sunday, June 22, 2008 at 3:53 PM by chris collias

Yes. Help A players win AND have everyone set goals that will help the company achieve its goal...Keep in mind that this post wasn't about goal setting; it was about if you set a big enough goal - not a dollar amount but more like being the #1 region in the world, or setting the company record for the 2nd quarter, or being the first team to accomplish x - to get buy-in from everyone, and everyone remains committed to that goal, then you can achieve something big.

posted on Monday, June 23, 2008 at 7:12 AM by Dave Kurlan

NBA is fixed like Enron!

posted on Tuesday, June 24, 2008 at 7:07 PM by Chubby Davis

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