Cracking the Code
For as long as we’ve been studying how to create a high-performance sales culture, our goal has been to work out the formula that would enable companies to avoid many common missteps. The fact that there’s a good deal of avoidable error in this space reminds us of a news story we ran across recently about some kids who were preparing for a science fair, and who obtained a canister of rocket fuel. In and of itself, the fuel was potentially useful, except the kids put it in the fireplace —and lit the fire.
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