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TV Sales Expert Insights Series / Sales Management / Nov 12, 2018 / Posted by Peter Bregman / 318 

Big Arrow Process

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One of the many challenges that organizations face today is that there are a lot of productive people, who are trying to push the organization to success, but the organization itself is not necessarily moving forward in the direction that they want it to. This is because there is an overall lack of communication as to the end goal. Having a lot of people that are “getting stuff done” in a productive manner is great, but unless there are specific goals and intentions set, and a long-term collaboration is maintained, some people may be unintentionally combating the work of others in a negative way. This is where leading with emotional courage plays an important role.

This expert sales interview explores:

  • How the Big Arrow Process Came About
  • Consulting vs. Coaching
  • Leading with Emotional Courage: How to Have Hard Conversations, Create Accountability, and Inspire Action on Your Most Important Work

The Origin of the Big Arrow Process:

The Big Arrow process came out of a failure that Bregman himself faced. After coaching someone senior in an organization, the company decided to let the guy go. Not because he wasn’t doing a good job, but because he wasn’t taking initiative and was not pursuing a vision or taking initiative in the same direction that the rest of the company was going in. Bregman recalls that it made him realize that when you bring coaching into organizations because it’s confidential, it’s almost always separated from what is happening with the rest of the company.

Consulting vs. Coaching

Consulting almost always leaves people behind because the spreadsheet is prioritized over the people. Coaching, on the other hand, prioritizes the people over the organization. In order to meld the two together what has to be achieved? You need to have people working together in an organization, you need to have coached them to be successful, and most importantly, they need to be in alignment with each other, so that they are moving the organization’s most important work forward both individually and collectively.

Leading with Emotional Courage:

Bregman discusses his book, Leading with Emotional Courage: How to Have Hard Conversations, Create Accountability, and Inspire Action on Your Most Important Work. The book discusses the difficulties of being a leader and struggling to experience the discomfort, risk, and uncertainty of saying or doing what it takes to be a good leader. Leading with emotional courage covers four aspects of leadership: Confidence in yourself, being connected to others, being committed to a purpose, and emotional courage. If you are willing to feel everything, you can do anything.

To learn more about the Big Arrow Process, watch the entire expert sales interview. If you would like to purchase Peter’s book, it is available on Amazon.

About our Host

John is the Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World’s Greatest Military Victories and Social Upheaval: How to Win at Social Selling. A globally acknowledged Sales & Marketing thought leader, speaker, and strategist. He is CSMO at Pipeliner CRM. In his spare time, John is an avid Martial Artist.

    About Author

    For over 30 years, Peter Bregman has worked with CEOs and senior leaders to help them create accountability and inspire collective action on their most important work. He helps leaders to develop their leadership skills, build aligned, collaborative teams, and overcome obstacles to drive results for their organizations.

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