CHAPTER 17
A Simple Framework Provides Clarity to the Sales Manager
Thank you for plowing through my blunt observations in Part One on why so many sales teams struggle to deliver the desired results. Some of you may have already begun addressing topics and making changes based on what you’ve read so far, but I am acutely aware of your potential discomfort at having a mirror up held up so closely and being challenged by perspectives and opinions that are not very popular today. Believe me, I also realize the risks that can result from pointing the finger back at the very people who hire me. But these perspectives need to be shared.
If you’re a senior executive or sales manager and were offended by what you’ve read, I apologize to you—kinda, sorta. ...
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