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Go CDF Yourself!

Some years ago I was asked to do a presentation to an international sales and service team in the medical device industry. I attended their global sales meeting, with my presentation planned for the last day… it was to be motivational… “get them to achieve more with their customers” was my direction.
I attended all of the three day meetings to get used to the technology they were selling and servicing… good thing, since it became clear to me that my planned presentation was totally wrong. This group of people had a long way to go before they were a team, and if I could recognize it, the customers could, too.
The internal and external sales, service and marketing functions all had managers who were in silos, reporting to the President/CEO. Each had his own set of goals and incentives… and upon analysis, some were at cross-purposes. While this wasn’t going to change, it became clear to me that it needed to become more seamless. The teams didn’t trust one-another… sales felt marketing wasn…

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