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Selling Vision: The X-XY-Y Formula for Driving Results by Selling Change by Rick Cheatham, Lou Schachter

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CHAPTER 5

Sales Management in an XY World

Sales managers are generally faced with an impossible job. As we’ll explore later in this book, they are expected to do far too much in the time they have available. That impossible job is made even harder during periods of major change, as when a sales transformation is announced. Now they are expected to communicate with confidence about a new set of priorities that they themselves don’t fully understand or accept.

It is moments like these that test the sales manager. Most sales managers got their jobs because they were so great at selling X that their companies promoted them hoping to duplicate their success. At the time when they need confidence the most, waves of insecurity and self-doubt can make ...

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