Show Less
Restricted access

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.
Show Summary Details
Restricted access

Preface by Dr. Notker Wolf

Preface by Dr. Notker Wolf

Extract

The Rule of Saint Benedict has become increasingly popular in modern management in the last few years. Questions on how to deal with people, how to approach them, how to take them seriously and thus persuade them, are being discussed everywhere. For this, people like to borrow from Benedict of Nursia’s life’s work, whose rule strongly influenced the development of the West. Benedict gives life and behaviour both a structure and a framework with which work can be successful. It is basic constants that are expressed in the Rule of St Benedict and which have proven successful over centuries. In the last few years, some books have been published on the topic of transferring the Benedictine Rules to modern management. This tried and tested pattern of Order is offered and discussed as an answer to the missing Organisation and Order, loss of values and search for meaning in management.

Few would have suspected that the Rule of St Benedict can also have a use in the formation of sales structures. When Karl Herndl provided me with his book Führen und verkaufen mit der Kraft der Ordnung [Management and Sales Through the Power of Organisation] in 2010, I noticed that someone had put forward some very interesting thoughts on how the Rule of St Benedict could be positively harnessed for success in sales. I especially liked the fact that this approach was very specific, practically applied and did not remain just philosophical in nature. The author and I...

You are not authenticated to view the full text of this chapter or article.

This site requires a subscription or purchase to access the full text of books or journals.

Do you have any questions? Contact us.

Or login to access all content.