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"Some Sales Management myths..." - 21st Century Sales Management, May 2017
11 May 2017

It happens all too often… practices become embedded not because they are the most appropriate or effective thing to do, but because that’s the way they’ve always been done.  I also wince when I’ve asked where the evidence to support a given practice has come from, and I hear the reply: “…don’t you know …it’s a well-known fact”.

Actually, a lot of well-know facts aren’t facts at all.  They are myths.  And there are some practices out there which have become standard and routine, because they are standard and routine, and not because they are the most appropriate and effective thing to do.  In fact there are so many of them that one brief article can’t possibly cover them all.  Perhaps there’s an opportunity here for a book?!

 

In the meantime though, here are some of the more common ones to steer clear of…

 

To read the rest of the paper, either double click on the pdf icon, or download (free of charge :-)  ) to read at your leisure... 

 

 

 

 

 

"Some Sales Management myths..." - 21st Century Sales Management, May 2017
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