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The Agile Leader: A Playbook for Leaders by Steve Gladis

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Chapter 11: Drill and Practice

More than a hundred drug reps, area business managers, and the two regional business directors filled the meeting room at the hotel in Chicago, where Luke had decided to have an “all hands” sales conference because it was the most central location for everyone around the coutry. There was lively music, a lot of chatter, and great anticipation. Most of the reps had come in the night before to have dinner, drinks, and conversation with colleagues from around the country.

When Luke rose to take the stage, things started to quiet down, and by the time he had reached the center of the stage, the place was as quiet as a church. He scanned the assembly with a serious look and said, “WOW! I didn’t know I was that much of ...

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