One of the distinguishing characteristics of top performers in sales is the ability to avoid two common, self-imposed mental handicaps: reachback and afterburn.
Jane, a new sales hire, was settling into her workspace on Friday morning, all ready to celebrate the first quarter in which she’d been able to exceed her revenue target . . . when she got a voicemail message that made her stomach churn.
Want to keep up to date with developing sales, sales management, and customer care strategies and tactics? Our email newsletter provides valuable news, advice and real world tips.
