CHAPTER 3
What It Takes to Win
What makes for a winning team in business? A charismatic manager who inspires her team members? A superstar who can outperform everyone? An all-consuming desire to win? Or is it luck and chance—everything coming together just right for victory? All are factors, but they’re not the real key.
When Michelle Stacy was given responsibility for restructuring the 500-person global professional sales group for Oral-B, the iconic dental products company, she found an organization that had lots of star performers who were eager, enthusiastic, and dedicated. But there also was virtually no consistency in strategic priorities and tactics across the globe. The commanding lead that Oral-B enjoyed in selling its products—manual ...
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