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Lesson #1: Stick With It
“When everything seems to be going against you, remember that the airplane takes off against the wind, not with it,” said Ford.

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The Power of a Sales Playbook Embedding Discipline and Best Practices in Your Sales Force
Sales people have a bad reputation in the business world. With movies like Boiler Room and Glengerry GlenRoss, Hollywood has only reinforced this. Frankly, some of this bad reputation is deserved. In many companies, the sales people may be hitting their numbers, but management knows they are only operating at a fraction of their potential. Is there a way to put discipline into the sales function? Won’t discipline kill the spirit and motivation of a good sales team? Good sales people are typically high-energy, relationship-oriented people with a low tolerance for structure. Their talents lie in handling the nuances of multiple relationships in an uncertain and dynamic environment. A Sales Playbook is the answer.
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