Articles of Interest

Don Brown has authored What Got You Here Won’t Get You There – In Sales! with Marshall Goldsmith and Bill Hawkins (publication soon!).  Following is a short article to whet your appetite:

• What Got You Here Won’t Get You There…in Sales!
  
  

We are very proud of our 20+ year relationship with Dr. Paul Hersey, the father of Situational Leadership^®.  In articles 1. through 6. below we first provide a short synopsis on just where "situational" came from, and then a review of what we call "Doc's Pic's" - the classics of organizational behavior as he sees them.

1. Where did Situational Leadership^® come from?
   
2. Niccolo Machiavelli's The Prince: Inspiried by the Devil?
3. The Human Side of Enterprise
4. The Human Organization
5. Organizational Change Through Effective Leadership
6. On Becoming a Leader

The following four pieces have their beginnings in several different areas, and we feel might be of value to anyone interested in things "situational"

1. Situational Selling^® Research Results
2. Give Me Data or Give Me Death
3. The Genesis of Coaching - Where it all came from
4. Listening: The Three Levels of Impact

If you would like to know more, much more about our ground-breaking research into the impact of sales training and follow-up coaching on real business metrics, enjoy the following thesis: Training and the Bottom Line