Are We There Yet?

Locander, William B.; Luechauer, David L.
November 2005
Marketing Management;Nov/Dec2005, Vol. 14 Issue 6, p50
The article discusses the process of developing leadership aptitude. Leadership is more about being than doing. Although leaders should be people of action, their doing must come from their sense of being. In short, leaders' actions should reflect who they are. Thoughtfully answering "to what self must I be true?" or "who am I?" is one of the first steps in a meaningful journey toward leadership. The primary problem is that marketing executives and sales managers often confuse what they do with who they are. Doing is not being, but is a way of expending the various energies inherent in being. The polarization between doing and being is evident in the world of sales and management training: People are continually admonished to do something, try someone else's style, or implement the latest fad espoused by a business guru.


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