The dichotomy facing sales leaders today, is how they reconcile the fact that most corporations provide less upfront training for their sales staff than in years past, yet attach increasing importance to staff development. This should not come as a surprise, because current stock market thinking provides a powerful disincentive for firms to invest in […]
Why So Many Salespeople Are Failing So Badly …
Unlike most other professions, there are no qualifications required to become a professional salesman or woman: I find that very disappointing, and I am also deeply concerned that even the super-rich corporations who used to put their latest intakes on a solid two year program before letting them loose on an unsuspecting audience, now believe […]
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