Linda Hertz Group

My Medical Device Sales Career

Several years ago, I had the pleasure of hearing the current co-CEO of SAP, Bill McDermott, speak at a Selling Power leadership conference.  I left with a few take aways that have stuck with me. He is a young guy, full of energy, who speaks from the heart and someone who you can tell just flat-out gets it.  He took over SAP at a time when it was losing market share to Oracle and employee morale was at an all time low.  It was during his speech that I began to think of just how critical corporate culture is to a sales organization.  With one month already gone in 2011, many of us are attempting to create our own “Secret Sauce” recipe.   His speech had a significant impact on me and I thought I would share with you some of the things he talked about that day.

“Cultures make or break companies”, said McDermott.   The “Secret Sauce” begins with a vision, which is communicated to and shared by the entire workforce.  Vision leads to mission, a collective sense that, “If we want to live out or vision, this is what we need to do.  Your mission can’t be a phony one.  It must be reflected in how you think, feel, and treat others, because the way in which you live out your mission leads to your corporate values.  It’s a consortium of people on all levels asking the question, “What do we want to be like when we grow up?  How do we get better? If everyone doesn’t share in this process, all you have is somebody from the corner office walking around with a big paddle.  But if everyone shares the values, then every individual becomes accountable for themselves and success or failure.  The time to change the way you do things is when things are going well.  Do not wait until things are going badly to change.  Keep looking for ways to get better and take input from all levels within your organization.  You must create an environment where people are not afraid to speak up good or bad.

If you are currently a sales leader right now, it is critical that you make sure that your entire sales team shares the vision, the mission and the values, as they are the final ingredients to the “Secret Sauce”.  Passion more often than not separates great sales teams from the good ones.  Creating this kind of collective adrenaline, your sales team becomes unstoppable.

What is more mortifying than to feel that you have missed the pear for want of courage to shake the tree?

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Tags: leadership


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Comment by Devin Hughes on January 31, 2011 at 6:00pm
Horrible news for that sales team.  Sounds like the secret sauce contributed to food poisoning.
Comment by Linda Hertz on January 31, 2011 at 4:54pm

Very timely Devin, Convatec laid off a large number of people last week.  As one long time employee who was just handed his walking papers (and a Multiple Presidents Award Winner) just told me, "I stayed because I thought things would get better...but they never did".  When the culture turn into a "Secret Sauce" that kills the business AND the people who work there, maybe it is time to throw away the recipe!  Perhaps we should start our own Corporate Wall of Shame Board on this site!  I would add Smith and Nephew Wound Care on that one too!  What do you think?


Thanks for a GREAT article!


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