After lunch, Kathryn was determined to maintain the momentum of the morning's session, and she decidedt hat focusing on real issues, rather than exercises, was her best bet.

So she asked Nick to lead the team in a review of their progress around their eighteen-deal goal. He went to the board and wrote the four key drivers that the group had agreed to focus on during the previous off-site: product demonstrations, competitive analysis, sales training, and product brochures. Nick went right down the list.

"Okay, Martin, how are you doing with the product demo project?"

"We're ahead of schedule. It turns out to be a little easier than we thought, so we should be done a week or two early. Carlos has been a big help."

Nick didn't ...

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