The myth of great relationships
How “great relationships” can harm sales
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Dave Kahle
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What should sales managers do?
If you realize I have put into words something that has lingered under the surface of your consciousness, something you have suspected for quite a while but have never articulated, then there are implications for you.
First, assume the phrase “great relationships” for all but your top performing salespeople is probably a smoke screen, directing your attention away from the real issue—a lack of confident and competent sales skills.
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Dave Kahle
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