Where Winners Live – Sell More, Earn More, Achieve More Through Personal Accountability
Sell More, Earn More, Achieve More Through Personal Accountability
Gebonden Engels 2013 9781118436264Samenvatting
Be accountable and achieve success
Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live co–author Dave Porter, who became the owner and CEO of Baystate Financial Services at age 35 and grew it into a $100 million–a–year business over the next 15 years. It is the secret weapon of Where Winners Live co–author Linda Galindo, who transformed herself from the self–proclaimed Queen of Victims into an entrepreneur, business coach, consultant and speaker whose typical audience numbers 500 or more.
Like all highly accountable professionals, these authors live Where Winners Live, an achievement they say is available to everyone. Written in a no–excuses tone and filled with personal stories and practical exercises, their book offers readers the non–negotiable, high–performance behaviors of the sales trade and tried–and–true best practices for success.
Exposes the key difference between top–earning sales professionals and those who struggle to make their numbers every quarter
Outlines the three critical characteristics of personal accountability: responsibility, self–empowerment, and ownership of results after the fact
Explores personal accountability from the perspective of both leaders and rank–and–file sales professionals
Where Winners Live shows readers the most effective way to hold themselves and others accountable.
Specificaties
Lezersrecensies
Inhoudsopgave
<p>Part I: Accountability and You 1</p>
<p>1. You Are Accountable 3</p>
<p>2. What Is Accountability? 7</p>
<p>3. Linda s Story 11</p>
<p>4. Where Losers Languish 15</p>
<p>5. Where Do You Live? 27</p>
<p>6. Choosing Your Mindset 31</p>
<p>7. Clarity: The Core of Accountability 35</p>
<p>8. Dave s Story 45</p>
<p>9. Taking Action 47</p>
<p>10. Defining Success 53</p>
<p>11. Accountable For, Accountable To 59</p>
<p>12. Do What You Need to Do 73</p>
<p>13. Fine–Print Accountability 85</p>
<p>14. I m Sorry, But . . . 89</p>
<p>Part II: Accountability and Teamwork 95</p>
<p>15. Own Your Compromises 97</p>
<p>16. The Boss of You 101</p>
<p>17. True Teamwork 105</p>
<p>18. The Contradiction 111</p>
<p>19. Five Levels of Teams 115</p>
<p>20. Eleven Behaviors 119</p>
<p>21. Barriers to Teamwork 133</p>
<p>22. Reasonable Expectations 139</p>
<p>Part III: Accountability and Leadership 143</p>
<p>23. The Accountable Leader 145</p>
<p>24. Pain Point: Retention 149</p>
<p>25. Barriers to Entry 153</p>
<p>26. Culture Clash 157</p>
<p>27. Hiring Integrity 159</p>
<p>28. Triangle of Victimization 163</p>
<p>29. Understanding the Game 165</p>
<p>30. Pain Point: Holding Others Accountable Or Not 169</p>
<p>31. Pain Point: Rescue, Fix, and Save 175</p>
<p>32. Pain Point: Do It My Way 181</p>
<p>33. Non–negotiables 185</p>
<p>34. Go Ahead: Do It Your Way 187</p>
<p>35. Pain Point: Clarity 195</p>
<p>36. Pain Point: I Can t Know Everything 199</p>
<p>37. Outcome Equals Intention 205</p>
<p>Epilogue 213</p>
<p>About the Authors 221</p>
<p>Index 224</p>
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Rubrieken
- advisering
- algemeen management
- coaching en trainen
- communicatie en media
- economie
- financieel management
- inkoop en logistiek
- internet en social media
- it-management / ict
- juridisch
- leiderschap
- marketing
- mens en maatschappij
- non-profit
- ondernemen
- organisatiekunde
- personal finance
- personeelsmanagement
- persoonlijke effectiviteit
- projectmanagement
- psychologie
- reclame en verkoop
- strategisch management
- verandermanagement
- werk en loopbaan