Vision - Mission - and - Values

VISION, MISSION AND VALUES are important concepts that a sales professional should be very familiar with in order to better serve their clients.  Do you agree?

The "VISION" is essentially like painting a vivid and unique picture of an organization's future, focusing specifically on what the organization ideally wants to accomplish long term; what it wants to ultimately become. Its ultimate goal is to create a sense of shared purpose, motivation, and drive to achieve between the organization and its employees. Its resonant impact should be reflected in the way the board governs, the way the CEO manages, and the way people work.

The "MISSION" describes why the organization exists. It describes its fundamental purpose and core business for the benefit of its stakeholders and society as whole. Focused on the present, it emphasizes what the company currently is and not what it is striving to become.

The "VALUES" are the organization's key guiding principles, fundamental beliefs and expected behaviors. "Values" help to create a cohesive corporate culture and are critical to supporting the organization's mission and ensuring that its vision is ultimately achieved.

As sales and management professionals, it is strongly recommend that we are aware of and fully understand the expressed vision, mission and values of our clients. It will provide a helpful reference point in general discussion, making proposals, and recommending actions. 

Suggestion: Visit your clients Web sites in order to locate their vision, mission, and values - many times they are posted for the public. Evaluate whether the services and recommendations you have provided to the client are aligned (and even consider re-shaping them, if necessary). Also, note if your own firm's vision, mission and values are in alignment with your client's. If not, an additional discussion with your client might be in order.

George F. Mancuso, CPC
Client Growth Consultants

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