Sales Leadership in practice: Making quantity, direction and quality work

Manage the activity that delivers the result

“Objectives are not fate; they are direction. They are not commands; they are commitments. They do not determine the future; they are means to mobilise the resources and energies of the business for the making of the future.” Peter Drucker, the great business thinker, got it right when he wrote this. The question is – how do we turn those objectives into reality?

By Richard Higham