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Seven Steps to Success for Sales Managers: A Strategic Guide to Creating a Winning Sales Team Through Collaboration by Max F. Cates

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4. Fourth Step: Becoming a Successful Servant Leader

Even though it sounds like some touchy-feely management fad, servant leadership dates back to prebiblical times and is still energizing leaders around the world. It is a discipline, a tough-love approach requiring character strength from the sales leader and accountability from subordinates.

The concept is best defined by Robert Greenleaf, former AT&T executive, who coined the term in 1970: “The servant leader shares power, puts the needs of others first, and helps people develop and perform as highly as possible.” It’s a form of “reverse delegation” with proven bottom-line results in companies ranging from Southwest Airlines to Starbucks.

A recent Harvard Business Review article stated, “Leaders ...

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