"You have to make it rain!" Any leadership position in a professional services firm requires that you have the ability to sell. Depending on what type of firm you are in, the selling style types can range from that of a used car salesman to drug dealer to trusted advisor. And to confirm what Daniel Pink alludes to in To Sell is Human , the perception of a person in sales is predominantly that of the slick used car salesman. Why is that the case? The answer lies in incentives. Salespeople get compensated on quick fixes. Quick fixes are solved through commissions. The quicker you can close a transaction or deal, the sooner you get paid. It fosters superficial relationships and a lack of loyalty between seller and buyer. In addition, you don't have to be smart to be this kind of salesman. You simply have to be selfish, narcissistic, and manipulative. Being good looking also helps. What most people don't understand i...
Management | Consulting | Leadership | Strategy