Chapter 23. Looking Back to Look Ahead
When I was about 12, my father was promoted from his senior sales job at Nabisco in Chicago to branch manager in Spokane. The branch he was taking over was in big trouble. They weren’t holding their market share, they weren’t hitting their numbers, and they were having problems in the warehouse.
Somehow I became aware that Dad had a sales rep in Pasco who wasn’t doing well at all. He was going down to work with the man for a few days to try to get him on the right track. Otherwise, he would have to fire the man.
When Dad got back from his trip, I asked him, “Were you able to teach him how to do it?”
“How to do what?” he asked.
“How to sell.”
Dad paused for a minute. “Well, actually, he already knows how to sell,” ...
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