Why Principles Matter More than Values
Pipeliner ManifestoChapter 5
Nikolaus Kimla
Email: [email protected]: www.pipelinersales.com
CEO at Pipelinersales Inc.
Written by...
At Pipeliner we have for quite some time been discussing and promoting principles which we have adopted for our company and made part of our product Pipeliner CRM. Proven over 150 years of practical use, these principles have been taken from the Austrian School of Economic Thought, as well as from educator and author Peter Drucker and Fredmund Malik, developer of the Malik Management approach.
At the same time, we've seen many other companies talk about their values. What is the difference between values and principles, and why have we chosen the latter?
A value is something that is generally abstract. In order for it to be put to any sort of practical use, it has to be contextualized into a certain area, a certain society, a certain region, a certain profession or the like.
As an example, some societies place high value on bickering and bartering in trade—and consider someone who doesn’t fiercely attempt to lower a price or strike a bargain to be a worthless businessperson. This value would not apply in other social settings where such conduct is considered rude.
A principle, on the other hand, is something that has immediate and universal applicability. The principle expressed in the 7th of the 10 commandments, “Thou shalt not steal” would mean the same anywhere regardless of race, creed, custom or anything else. If a society or a group adapts that principle, it means exactly what it says every time.
At Pipeliner we have adapted business principles, which we also teach through our books, articles and materials—and these can be applied in any country or social structure. For example, one of the principles we utilize ourselves, and which we've made part of Pipeliner CRM, is “Focus on results.” It means to always keep in mind the target you’re trying to attain. This is something that could be immediately applied to any business, in any country, in any language.
The other main principles we apply are: ● Contribution to the whole● Concentration on a few things● Utilizing strengths● Positive thinking● Trust
For a more comprehensive look at these principles and how they are applied within Pipeliner, download and read our free ebook Theory Made Real: Pipeliner CRM Puts Principles Into Practice.
Pipeliner is the only CRM solution based in such sound principles—not simply and only on a list of features
we think salespeople and sales managers need.
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