Waste by Not Treating Sales as a Science

Nobody counts the number of ads you run; they just remember the impression you make.

—William Bernbach

There are many misconceptions about the entire sales field and sales department being an enormous source of waste. When we think of sales, many of us think of the guy in the business suit, sitting on the plane, having a drink on the way home after making maintenance calls to several customers. Perhaps the biggest misconception is that all you need to do to be a salesperson is have great people skills—that somehow this image we just portrayed is who a salesperson should be, that guy flying around ...

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