Sales Shape Up

After arriving at their vacation destination city, a family enters the lobby of an upscale hotel. Because it’s late at night, and they’re tired from...

A colleague and I talked about the greatest value that a sales professional brings to a company. Is it the ability to prospect for new client, or is it the ability to close a deal?

Both are extremely important, and neither is terribly easy. That’s why we typically don’t put limits on the income a sales professional can make. We want to incentivize them to keep working hard on a difficult-but-crucial activity that literally is the lifeblood of companies.

“We are all faced with a series of great opportunities brilliantly disguised as impossible situations,” said author Charles Swindoll. When one...