The Sales Vault

“Integrity” by Henry Cloud

Dr. Henry Cloud wrote this book about managers and employees and the need to consider some vital characteristics when gauging their impact on others and the company. He has a terrific analogy about how we are all the captains of our own motorboat and the people around us are either water skiing or drowning. I think of that often as a reminder that who we are and who we think we are are often miles apart.

Funny story: I suggested this book in an email to a client, the company president. Two months later, he confessed he refused to read it initially because he took offense. He thought I was accusing him of lacking integrity! It wasn’t until his wife said to him, “Aren’t you paying this guy for his advice? Then, assume the book has value and read it.” Lesson learned!

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