Here are the new traits that IBM plans to grade its executives on ... and that you can cultivate, too:
- Ability to sustain customer relationships. IBM says it’s no longer interested in the single sale or transaction ... if it ever was. Its top executives think of the people who buy IBM products and services not as one-shot customers but as longstanding clients with whom they’ve established a relationship.
- Ability to influence without direct authority. IBM calls this skill “collaborative influence,” meaning that various groups team up informally, depending on the job at hand, to complete the work. No more thinking in a vertical silo. No more command and-control hierarchies.
— Adapted from “IBM’s Makeover," Linda Tischler, Fast Company.
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