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episode 9: How Winning at Any Cost Causes Good People to Do Bad Things with Alec Burlakoff
Winning at any cost is a wink and a nod to doing whatever it takes to get the job done. It speaks to a work ethic that encourages persistence and creativity.
But as Alec Burlakoff experienced firsthand, it can also cause people to lose sight of right and wrong. His is the case of a sales super star who ended up pleading guilty to a criminal conspiracy charges, landing a 26 month jail sentence along with an order of restitution.
His is a cautionary tale of how winning at any cost can lead good people to do bad things.
What You’ll Discover About Winning at Any Cost:* How messages received while growing up create a winning at any cost mindset
* How incentive structures promote winning at any cost
* Why poor corporate governance and regulatory compliance practices are complicit in bending the rules
* Why winning at any cost is more expensive than most realize
* And much more.
Guest: Alec BurlakoffAlec Burlakoff in his own words:
WHO AM I: I bring value to any sales organization. Why? Because I’ve spearheaded sales teams that generated more than $3 billion in sales. Besides leading sales teams for Fortune 500 companies, I was the senior VP of sales for Insys Pharmaceuticals. I collaborated with the CEO to build a salesforce for the medical profession. We inappropriately incentivized doctors to write more than $1 billion worth of prescriptions. I’ve also pleaded guilty to federal charges –and I want to be entirely up front about that. I’ve learned from that experience.
WHAT I DO: I create training and compliance systems for sales professionals. I work with startups and large organizations. I assess markets, create strategies, and identify risks that could put companies in the crosshairs of authorities.
I help organizations identify the essential “What’s-in-it-for-me” question that buyers inevitably ask. Every sale is like a chess match. We need critical thinking skills, knowing when to make sacrifices so that we can position ourselves for the longer-term vision. Balance is at the core of each lesson I teach. Together, we can accelerate sales without compromising integrity. Systems I create teach mental athleticism—without violating any regulations.
WHY IT WORKS: I’m 100% authentic and transparent, keeping policies safe. We’ll improve company-wide performance, partnering to create value for groups and individuals.
WHAT MAKES ME DIFFERENT: Profound attention from federal authorities and the judicial system have made me wiser. I’m an invaluable asset to any organization because of that experience. My expertise will help your team succeed in the short term, and also ensure your company is built to last.
Related Resources:If you liked this interview, you might also enjoy our other Risk Management and Law episodes.
Contact Alex and connect with him on LinkedIn.
Check out his book: Selling: Hard Lessons Learn
Schedule a FREE consult with Alec