They do whatever works, based on the situation. The greater the change, the more change agents you ll need. Model exemplary sales and service behavior Front-line leaders complete the same sales and service training as followers so they can serve as role models by walking the talk. They seek to build lasting, profitable relationships with customers. They understand that today s customer is seeking value, not lowest price.
Effective leaders can tell a potentially profitable relationship from a losing one.
Exemplary sales people build relationships around customers life events. Great coaches expect more of their people than they think they can possibly achieve. If the coach believes that people can do more, their people expect more from themselves. The performance of followers rises or falls to meet leaders expectations. People aspire to excel, love to learn, are intrinsically motivated, and respond to challenge.