| ] can t remember a six-month period of my life that has been ascontinually s~lmuhamg as this Before Icavit~g London last week. I sent a card to Frances Kelly, myagenr, which had a phrase printed inside ~ymg Thank you forbrightening up my day . 1 crossed out day and put year in its place Thanks for helping me make this book happen, [ told her. Tills hasbeen a most fascinating nod rew~rdmg experien~. To talk to ten toF achievers of the world to elrhanfle ideas andphilosophies, to hear their life stories, and to Probe for what really make~them tick has kcp[ me constantly motivated I first had the idea for a study bke this 12 years ago wh~ I was in talcsand marketing management in the computer industry, I walked into the MD s 0ffi~ in London where [ was based and said. Dave, I ve got a great idea. We have some real high flyers m tinscompany selling in different parts of the world l waist to find out how one woman in Miami can earn three times thecommission ~veryon~ else Js ear~nfl, every year What mako netconsistently do it? I suggested to btm that we get the support of the company presidentand carry out a study We ll follow the high flyers for two days. We llfind out their strategies. We ll do.merit exactly what they ~y. We llfind out how they do their planning etc.. e~c I reasoned from my own experience In so.rag that this would ~iv~ever vone in sales a short cut to success. Wh~ not learn from tha Ix-st andstop trying to relnvent the wheel in our own nli~o~osm? The MD liked the idea bur his fears held hmx back, What will thepresident think? After all, we have people who~ job I1 Is rc trainSalespeople. Maybe he ll think we re not doing our job right. The idea has Mayod on my mind ever since. Wouldn t it be useful toprove the tmiverml truths about excellent mlesmansh]p which otherscould follow? |
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