HEARTLAND LEADERSHIP ACADEMY


I have a large U.S. map on my office wall. On it is a collection of red pins, each one representing leaders that have grown within Heartland. Each time another sales professional grows into a leadership role—leading in thought, in action, in ethics, or in performance—I place another pin on the map. Tese pins represent the best of Heartland, those individuals who are truly attempting to master their craſt.


In his best-selling book Drive, Dan Pink lists the three primary elements of motivation: autonomy, purpose and mastery. Salespeople are traditionally granted high levels of autonomy, and purpose can oſten be found in an organization’s values and an individual’s desire to build a productive life. Mastery, however, is oſten overlooked in the pursuit of production.


At Heartland, mastery means more than simply honing an elevator pitch or perfecting a close. It’s a focus on every aspect of a sales professional’s development, a belief that each individual has the capacity to become their best possible version. And mastery isn’t solely focused on career advancement; instead, it’s built on an understanding that professional and personal development run on parallel tracks.


Mastery means addressing the craſt of professional selling, as well as the character of the sales professional, the communication of values and ideas, and the cultivation of leadership qualities and opportunities.


Mastery is a constant journey with excellence as the destination.


Heartland views the pursuit of mastery as an opportunity to go above and beyond the traditional responsibility of providing effective training to sales professionals. While traditional training is readily and constantly available at Heartland—everything from the initial 90-day pairing with a Sales Mentor to on-demand product and methodology training— providing a path to mastery


requires a much greater


investment of time and resources than the simple imparting of information.


To that end, Heartland has developed an internal platform for personal and professional mastery—the Heartland Leadership Academy.


Te HLA is an ever-growing


library of media featuring the knowledge, experience and best practices of Heartland’s


leaders and experts. Covering four major categories—Leadership, Management, Communication and Personal Development— these sessions serve as the foundational pieces for skill- and position-based certification programs.


Because the map can never have too many pins.


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