Winning Organizations

Guest post by: Dr. Rick Johnson
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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

Winning organizations continuously build leaders at every level in their organization. Leaders who actively attempt to mentor and build other leaders gain respect throughout the organization and transfer knowledge, ideas, values and attitude about success. Effective Leaders demonstrate these attributes:

• A sense of urgency

• Project and articulate the vision

• Create stretch goals

• Develop trust and a spirit of teamwork

• Develop realistic expectations for success

• Promote an environment of success, trust and belief

• Honesty-to tell the truth-to do the right thing-no hidden agendas

• Integrity and respect-responsive-recognizing employee value-empowerment

• Passion - commitment

• Motivate and inspire

Effective leaders must have an edge. They must be courageous enough to take risk and have an unrelenting readiness to act. Popularity is not a requirement, but the ability to generate respect from the employees is, without a doubt, one of the most critical attributes. They must be relentless in their efforts, unconcerned about personal sacrifice of their time, and willing to go beyond normal expectations. Tough decisions are commonplace; uncharted territories will be the norm. Honesty and impeccable character are musts.

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Sales Management --Unmask the Confusion of Territory Account Assignment - By Dr. Rick Johnson

About the Author: Dr. Rick Johnson

RSS for Dr. Rick's articles - Visit Dr. Rick's website

www.ceostrategist.com - Sign up to receive "The Howl" a free monthly newsletter that addresses real world industry issues. - Straight talk about today's issues. Rick Johnson, expert speaker, wholesale distribution's "Leadership Strategist", founder of CEO Strategist, LLC a firm that helps clients create and maintain competitive advantage. Need a speaker for your next event, E-mail rick@ceostrategist.com.

Dr. Rick Johnson has over 35 years of experience in distribution sales and operations. Rickï¿½s career can be broken down by decades. The first ten years of his distribution career were spent with the largest steel-processing distributor in the world (Joseph T. Ryerson). The second ten years began with Rick starting his own processing distribution center from scratch. In the first year, sales reached $1 million dollars and had grown to $25 million in its tenth year when Rick sold the business to one of the major national chains. The third ten years of Rickï¿½s career dealing with financially troubled Turn-A-Round companies. After completing ten years of TAR work, Rick decided a decade of acting like Darth Vader was enough and became a consultant to the Wholesale Distribution Industry in 1999. Rick received an MBA from Keller Graduate School in Chicago and a Bachelor's degree from Capital University, Columbus Ohio. He also served six years in the United States Air Force as a survival instructor. Rick completed his dissertation on Strategic Leadership and received his Ph.D. in 2005. Rick is frequently published in numerous magazines including a column in Supply House Times, with over 250 different articles published to date. Heï¿½s also a published author with eight books to his credit.

Click here to visit Dr. Rick's website.

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