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Overcoming the Dysfunction in Sales Organizations

Written by: Dave Kurlan

Article Overview: These days, many companies have questions about compensation for salespeople and sales leaders and as a result they make a lot of mistakes too. Why would a company want to squash a top producer because he/she is making a lot of money? It happened to Rocky once and he weighed in - with a strong opinion - on the subject.

Overcoming the Dysfunction in Sales Organizations

Rocky LaGrone is a sales development expert who has seen his share of disfunction. Rocky was my guest on last week's episode of Meet the Sales Experts. Rocky is another sales development expert/sales pro who points to Napoleon Hill and his classic, Think and Grow Rich, as the book that helped him understand what made him who he was and what gives successful people that special charisma. He also points to this book as an early resource that helped him better understand disfunction and move away from it. So it's ironic that when he begins working with most clients, the disfunction in their sales organization stands out so much. It was clear early in the interview that Rocky was and still is someone who won't back down from a challenge. He shared several stories to illustrate that point including the challenge that got him to sell Kirby Vacuum Cleaners. And he shared a great story - about values - that led to his resignation from Kirby.

These days, many companies have questions about compensation for salespeople and sales leaders and as a result they make a lot of mistakes too. Why would a company want to squash a top producer because he/she is making a lot of money? It happened to Rocky once and he weighed in - with a strong opinion - on the subject.

I asked Rocky about they key that lead one of his many successful clients to grow from $5 million to $45 million in a short time. He said it was accountability. Listen to the show to learn how this CEO changed and went from unable and unwilling to ready and able to execute accountability at his company.

Listen to the entire episode. Contact Rocky.

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Article Tags: 5 million, accountability, ceo, charisma, development expert, expert sales, kirby vacuum cleaners, lagrone, money, napoleon, napoleon hill, resignation, sales organization, salespeople, short time, target, top producer



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