Professional Documents
Culture Documents
IDEAS
YOUR RESPONSIBILITY
A good sales person must also accept responsibility for
making himself understood by his listener. Drucker said,
“The person of knowledge has always been expected
to take responsibility for being understood. It is
barbarian arrogance to assume that the layman can or
should make the effort to understand the specialist.” More
time must be spent building your case (looking at all the
angles of your idea); you can then follow through by arguing
your case with conviction and enthusiasm – if your case is
strong enough, if you present it with contagious
excitement, you can often persuade senior management and
obtain buy-in.
This doesn’t mean we will always agree with you, nor that
we will necessarily change what we are doing; but we always
want to hear what you most believe would help us better
achieve our goals and purpose and to create a mutually
successful experience in the process. You will need to seek to
understand how and why things are done the way they are
done before you seek to change existing work processes. Try
to work with the systems that are in place first, but tell us if
you think those systems need to be changed. Discuss what
is presented here with me and others in the organization so
that we might all become better at applying the ultimate
expectation.”