Cracking the Code
For as long as we’ve been studying how to create a highperformance 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.
About the Author
Randy Illig is the Global Practice Leader of FranklinCovey’s Sales Performance Practice and the co-author of Let’s Get Real Or Let’s Not Play. With more than 25 years of experience ranging from direct sales and general manager to successful entrepreneur, CEO and board member, Randy leads the global sales performance practice team as we help our clients build high performance sales and sales leadership teams. Randy is a former recipient of the Ernst & Young Entrepreneur of the Year award, the Ernst & Young “CEO Under 40” award, and the Arthur Andersen Strategic Leadership Award.
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