Sales Leaders: Analyze This

August 17, 2014

Research and Analysis.  Are there any words less appealing for most sales leaders? 

They represent the opposite of action.  They’re the farthest things from performance.  They conjure up memories of high school chemistry and law school libraries.  “Researchers” work in sterile labs, right?  “Analysis” is done by quants with bifocals.  They don’t matter in the “real world.”  So why would research and analysis affect you when the annual planning process begins?

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