1. Without sales, nobody else has a job.
    
2. Sales is a developmental process, not a transaction.
    
3. Selling is about behaviors, not mental states.
    
4. Map the sales process and rigorously recruit to it, train to it, and manage to it.
    
5. Any customer-driven sales process is doomed to failure.
    
6. Salespeople are not leaders(except in organizations with failed management).
    
7. Success ratios are the only job security salespeople have.
    
8. Root out all organizationally sanctioned barriers to productivity.
    
9. One size assessment does not fit all.
    
10. Front-line managers are the key to improving sales productivity.

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