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I want to challenge some of your thinking about leadership and sales forces.  Please take a moment and read this article.

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On Fielding a Directable Sales Force (SM-13) – Dave Kahle Wisdom

Not long ago I was speaking at a national sales meeting for a large regional distributor. The regional vice president for the company’s primary manufacturer was at the meeting, supporting the efforts of his big distributor. At the coffee break, we struck up a conversation.

All the Best,
Dave Kahle