Sales Leadership & Shadow of the Leader

“You have to understand that people stand in the shadow of the leader.” This comment came from the top executive of a very large corporate client of ours. I had to ask, “George, what do you mean by ‘shadow of the leader’?” He replied, “It’s pretty simple, Tony. People will do what they see the leader do, not what the leader says.” The profound concept of “Shadow of the Leader” helps us understand where to “fix” problems. The good and the bad of leadership at every level are...