mind your business: Gaining Market Share in a Difficult Economy:
The problem with relationships
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Once the expectations are created, the measurements put into place, the consequences and rewards fixed and articulated, management needs to educate the salespeople in the best practices of creating new relationships. Some are unsure of how to make a cold call, and most have unrealistic expectations. That's where training and education come in—you can't expect people to do something if they have never been educated in how to do it.
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- Dave Kahle
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