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When Leading Innovation, Everything is Sales
An argument for everyone to adopt a Sales mindset and attitude regardless of role
“If you build it, he will come”, the oft quoted line from 1989 movie Field of Dreams (and, as I was reminded yesterday, the bible story of Noah’s Ark!), implies that creating the product, the idea or the opportunity is enough for consumers to find and embrace it. My experience in the areas of both innovation and leadership have taught me that this suggestion is valid only in fiction. The reality is that in every aspect of a leadership role, and even more so when dealing with innovation teams, you must acknowledge the need for sales in mindset, skill and action.
Leadership as Sales
If we first consider the role of a leader and the competencies of an effective leader, we consider a person with a vision others follow and are motivated by. But why follow this person? Some list attributes such as charisma, integrity or intelligence as the mark of a leader but I would argue whatever your natural traits, you must earn the trust and respect of those around you. Extensive influencing and communication skills are required to translate all that you know and believe into a path worth following for your team. Part of this is selling yourself and part of it is selling your vision, but you will…
