Excerpt from a talk by Nathan Tebedo (ACS Storm Summit - "Hero Culture"). Tebedo states that every business has three core pillars—sales, production, and administration—and argues that fear enables a 'prima donna' sales culture: leaders avoid enforcing standards because they fear upsetting salespeople and harming revenue.
Alright. So every single business that exists has at least these three pillars in it. Sales, production and administration. Now, it doesn't really matter if you're at 500 grand in annual revenue or 100 million in annual revenue, you have these three pillars in your business. Fear is what allows a prima donna sales culture to continue. We're afraid that if we try to enforce our standards, we're afraid that if we try to gain control of our business and take it away from these guys, it's going to upset the apple cart in our sales department, which is going to bother. What? Terrified that if we try to gain control of these guys, it's going to mess with our revenue.
