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Sales Coaching by Benedict

Sales Success with Clear Structures and with Heart

Karl Herndl

The starting point for this book was the author’s experience that much of what happens in sales happens randomly and incidentally. While searching for a proven structure he discovered the Rule of St Benedict, and transferred the content of these rules to sales. At first glance the undertaking seems a little ambitious, but it does succeed in delivering convincing results and practical benefits for the streamlining of sales processes. The central chapter of the book offers a sales structure which can be easily adapted for sales in all sectors.
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Chapter 3: Benedict of Nursia


Benedict of Nursia is one of the most fascinating figures in the history of the West. His life and works are impressive, but he also has much to say to people in this day and age. Benedict never puts the focus on himself as a person, in his dealings and works he always points to someone much greater, who came before him: Jesus of Nazareth.

Benedict can by all means be seen as a pioneer of modern management. He tested and investigated many possible forms of teamwork and used the information gained to develop them further. He can also be described as a pioneer of practical leadership, because he not only strictly followed his leadership model himself and developed it further, but also documented his experiences and thus made them available to the whole world. This work went down in history as the “Rule of St Benedict” or “Benedictine Rules”. We will go into that in more detail later.

Most of what we know about Benedict of Nursia is thanks to the writings of Pope Gregory the Great, who painted a detailed picture of this man in his Book of Dialogues and thus earns himself the title of Chronicler. Gregory the Great was born about 540 A.D. in Rome and died there in the year 604. He had been told of miracles that had happened in Benedict’s life. He became interested in the life of this blessed man, collected records and interviewed contemporaries who had outlived...

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