I’ve seen literally dozens of salespeople become superstars— record-setting prize winners who win the trips, earn the big commissions, and glow in the praises of the boss at annual sales meetings. And I’ve watched a considerable number of them crash and burn shortly thereafter.
Those who go down in flames follow some common patterns. Some compromise their integrity for the sake of the next big deal, and then pay the price of not being trusted by either their companies or their customers. Some abuse substances as they ride in the fast lane. Others become infatuated with their own success and squander their potential by chasing after some big deal that never closes. Most become immersed in the heady exhilaration of one deal after the other, work ...
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