CHAPTER 1
The Destructive Power of Boom–Bust Cycles
Is it possible to create a perpetually growing, evolving, improving sales organization, in which the alchemy of the talents and strategy create eternal gold? Or is this some crazy search for a mythical philosopher’s stone?
Before you answer, read on.
To start, let’s examine the current sales environment. Most businesses suffer from inconsistent sales results, and inconsistent responses to them. On top of the lost revenue opportunity, substantial organizational costs are incurred, including:
An overwhelming burden is placed on a few top performers, putting revenues at risk. Fewer than 25 percent ...
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