CEOs recognize the need for a systemic approach that develops our future leaders. In the past, we've typically worked under the assumption that our leaders simply needed to learn through experience—and that experience is selling. But in our rapidly changing and competitive industry, this approach no longer works. We must think and work strategically and find ways to teach our future leaders to do the same.
So how do you teach an industry so focused on sales volume to think strategically? It's a two-pronged approach of theory and application that offers both leadership training and development. And we need both.
The theory comes from outside sources in a more institutionalized learning structure. Development comes from experience that connects the theory to practical application. We have to marry these two forms to train emerging leaders who not only think strategically, but also execute consistently.
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