It was the end of the third quarter. I was a few thousand pounds away from hitting my sales target. I had done well, but not well enough to hit my quarterly target and therefore a retrospective bonus. I surveyed my options – and it was not looking good. So I called some friends – three of my main accounts – and asked them to take an order right now for products they would need in the future. They all obliged and I hit my numbers. The problem? That was almost 20 years ago. In those days, and before then, you could survive in sales by using your native wit and by becoming friends with your customers. Nowadays, however, the sales environment has ...
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