A leader’s success or failure is dependent on the actions of those they lead. Good sales mangers understand that actions begin with attitude and motivate their team to direct their talents to selling and delivering effective solutions for their clients. The insights of military leaders often apply in business, which is why Sun Tzu’s Art of War is popular reading within the ranks of management.
Success or failure is a result of what people think, feel, and then do. Xenophon was an ancient Greek warrior and philosopher who observed that what soldiers think and feel will affect their actions.
Let’s look closer at three observations he made and how they apply to sales management: