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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 4: The Benedictine Monks


Who would have thought that such a large organisation would develop out of the small community that joined Benedict back then? How high would the rating agencies have rated the probability? It has to be something unbelievably exciting and large, aside from trends and fashion, that can survive for 1,500 years. It seems that a very deep longing of the people has been addressed and fulfilled, a longing which still fills people today.

What Benedict offers is initially no easy path. Whoever goes to a Benedictine monastery to find God has chosen a path for life which, particularly at the beginning, is difficult. The monks talk of times of great loneliness in the cells, of a demanding time structure, of intensive study, of much doubt and many setbacks. However, for those who find the strength and the courage to persevere a fascinating journey of discovery opens up after a few years which more than makes up for the difficulties at the start.

For sales this means that quick profit is not the be-all and end-all. If you want a long-term development to take place, you have to give it the time it needs. It’s about describing the path in detail, initiating the necessary processes and taking the people with you. Once there is Order that is being followed success will be attained: not short-term success which needs stoking by regular competitions, but long-term success that originates from a structure and not the heat of the...

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