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How to Hire and Develop Your Next Top Performer: The Qualities That Make Salespeople Great, Second Edition by Herbert Greenberg, Patrick Sweeny

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CHAPTER 21

Sales and Sports: The Psychological Connection

Many executives are drawn to watching professional sports. In fact, which sports you like can say a lot about you. Do you follow rugby or tennis? Are you into aggressive team sports with few rules or individual sports that test an individual athlete’s endurance? This is probably why so many sports analogies are commonly used in business settings: “The deal was a slam dunk.” “We need a new game plan.” “That was a home run.” “We need to put on a full court press.” “We better punt.”

When we asked Roger Staubach, legendary quarterback who led the Dallas Cowboys to two Super Bowl victories and founder of The Staubach Company, an enormously successful commercial real estate enterprise, which ...

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