When the Race Ends

When the Race Ends

I’ve been through another season of funerals—8 in the past 3 months.  Family, friends and business associates passed on and so I attended their memorial service or celebration of life, depending on their belief system.  This now regular event gave me ample opportunity to pause and reflect on my own destiny, something that, I hope, you all do on occasion.

Are Salespeople Executives?

Are Salespeople Executives?

Interesting question and what difference does it make?

Many, many years ago Peter Drucker, considered the Father of Modern Management, recognized the shift from work done and perfected by repetition, skills through training, and quantifiable measurement to the "knowledge worker". Knowledge workers use their education, experience, and subject matter expertise to define alternative courses of action, make decisions, and take responsibilities for outcomes and expected contributions - much like executives do.