Are You Part of the Problem with your Salespeople?

Posted by Dave Kurlan on Tue, Nov 15, 2011 @ 10:11 AM

People Follow YouOne of the things I always stress with sales leadership teams is that before they can coach effectively, before they can really hold people accountable to agreed upon metrics, before they can really motivate people to perform, and before they can develop their people, they must first shape their environment.  That's the hard part.  After that has been accomplished, the actual coaching, motivating, development and accountability can be enjoyable and productive because of the resulting cooperation.

According to Robert Hogan, an international authority on leadership and organizational effectiveness, 75 percent of the workforce feel that their bosses are the most stressful part of their jobs.

My friend Jeb Blount, author of the new book, People Follow You, knows that leadership is personal. “When all else is stripped away,” Jeb says, “people don't work for a company or a paycheck, perks or slogans, people work for you.”

I highly recommend that you take a moment now to read the first chapter here.

Then, buy the book by November 18 and gain access to additional business tips and ideas only available from Jeb’s friends – including me! Click here to learn more now.

I don't recommend many books or experts in this space so when I do, it's because I think it's great. If you didn't hear about the upcoming Sales Leadership Intensive that I'll be hosting in Boston during early February 2012, where I'll include How to Shape Your Environment, and you would like to be notified when details become available, just send me an email and you'll be among the first to know.

P.S. – When you buy Jeb's book, make sure to read “Chapter 4: Put People First” at least twice – you’ll never look at your paycheck or your people the same way again. Go to now to see the bonus business tools from me and Jeb’s other friends.


Topics: Dave Kurlan, sales management, sales leadership, training, jeb blount, people follow you

Subscribe via Email

View All 2,000 Articles published by Dave

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile


Receive new articles via email
 to the Blog on your Kindle 



Most Recent Articles


Top 50 Sales & Marketing Blogs 2021

Sales & Marketing Hall of Fame Inductee

Hall of Fame

 Hall of Fame


Top Blog Post

Expert Insights

Top 50 most innovative sales bloggers


Top Blog

Hubspot Top 25 Blogs


2021 Top20 Web Large_assessment_eval