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Full Description
Be accountable and achieve success Personal accountability is the secret weapon of every successful sales professional. It is the secret weapon of Where Winners Live co-author Dave Porter, who became the owner and CEO of Baystate Financial Services at age 35 and grew it into a $100 million-a-year business over the next 15 years. It is the secret weapon of Where Winners Live co-author Linda Galindo, who transformed herself from the self-proclaimed Queen of Victims into an entrepreneur, business coach, consultant and speaker whose typical audience numbers 500 or more.
Like all highly accountable professionals, these authors live Where Winners Live, an achievement they say is available to everyone. Written in a no-excuses tone and filled with personal stories and practical exercises, their book offers readers the non-negotiable, high-performance behaviors of the sales trade and tried-and-true best practices for success.
Exposes the key difference between top-earning sales professionals and those who struggle to make their numbers every quarter
Outlines the three critical characteristics of personal accountability: responsibility, self-empowerment, and ownership of results after the fact
Explores personal accountability from the perspective of both leaders and rank-and-file sales professionals
Where Winners Live shows readers the most effective way to hold themselves and others accountable.
Contents
Introduction ix
Part I: Accountability and You 1
1. You Are Accountable 3
2. What Is Accountability? 7
3. Linda's Story 11
4. Where Losers Languish 15
5. Where Do You Live? 27
6. Choosing Your Mindset 31
7. Clarity: The Core of Accountability 35
8. Dave's Story 45
9. Taking Action 47
10. Defining Success 53
11. Accountable For, Accountable To 59
12. Do What You Need to Do 73
13. Fine-Print Accountability 85
14. I'm Sorry, But . . . 89
Part II: Accountability and Teamwork 95
15. Own Your Compromises 97
16. The Boss of You 101
17. True Teamwork 105
18. The Contradiction 111
19. Five Levels of Teams 115
20. Eleven Behaviors 119
21. Barriers to Teamwork 133
22. Reasonable Expectations 139
Part III: Accountability and Leadership 143
23. The Accountable Leader 145
24. Pain Point: Retention 149
25. Barriers to Entry 153
26. Culture Clash 157
27. Hiring Integrity 159
28. Triangle of Victimization 163
29. Understanding the Game 165
30. Pain Point: Holding Others Accountable—Or Not 169
31. Pain Point: Rescue, Fix, and Save 175
32. Pain Point: Do It My Way 181
33. Non-negotiables 185
34. Go Ahead: Do It Your Way 187
35. Pain Point: Clarity 195
36. Pain Point: I Can't Know Everything 199
37. Outcome Equals Intention 205
Epilogue 213
About the Authors 221
Index 224
