In Selling, Discipline must Match Freedom

You can smoke a single cigarette without any real risk. You can likely smoke cigarettes for many days in a row without any real threat to your health. At some point in the future, without warning the risk will go from none to catastrophic. The health problem will be new, but the catastrophe is the result of an action taken over a long period. That action was taken with full knowledge of the risk of disaster that usually follows in its wake.

We give salespeople much freedom. That freedom is necessary, especially the freedom to manage their work — the discipline that allows that freedom must match that freedom. These are two sides of the same coin. Those who cannot match their freedom with the necessary discipline inevitably experience a catastrophic failure.

Read more from Anthony Iannarino at The Sales Blog

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