Dianna Booher

And, you know, they've always handled this customer and now they've got too many and they need to hire another salesperson to handle it.

Or they just don't know how to delegate for whatever reason.

And they micromanage and just the person that they're micromanaging grows frustrated.

And, of course, it's more trouble for the manager because they just get more and more on their plate and they're frustrated.

It's a sign that things are going wrong.

They haven't developed that strategic perspective.

They need to start thinking more strategically about the long-term effect of what's happening.

They're not developing their people.

They are becoming themselves less productive.

They're driving their clients away because they can't get the service they need.

And everybody's growing more frustrated.

And so what I did is to write this book with that perspective and think, what are the essential leadership skills that a salesperson specifically or an entrepreneur in general,

would need to get a handle on this so they stop doing it and lead more effectively.

And I came up basically with 36 different essential things they need to know.

And that's the result.

And if they do those things, they're going to prevent that frustration and prevent micromanaging their people.

That question is, what are you working on?

Think about it.

You get asked it in the hallway on the way to lunch.

You get asked when you come in, you know, if you're sitting in the break room, what are you working on today?