From the Author:
I think sales is the best. I literally love it. When done properly, I'm convinced that sales is the most valuable profession in the world -- a profession that occupies over 10% of the workforce and greases the gears of the global economy.
However, sales is also the part of any company where the most ridiculous stuff takes place. Literally, things happen in the sales force that are so unexpectedly wrong, it's often hard to comprehend what you're seeing. You step back and look at what's taking place, and you can't help but think to yourself, "Is that person insane?" Of course they're not -- yet they just did something that makes you wonder.
The purveyors of these bad behaviors are not necessarily crazy people. In fact, there are often completely logical reasons that lead them to the brink of insanity. There's just an incorrect assumption embedded somewhere in their logic. Or perhaps there are environmental constraints that bring on their bouts with insanity. No matter how it comes about, their sales Worst Practice is ugly, and it inescapably leads to failure.
In the 20 stories within Sales Insanity, these failures lead to lost sales, lost customers, and even lost companies. It's worth noting that all of these vignettes are absolutely true. In fact, they're retold pretty much as they happened and without exaggeration. As you read them, you might find yourself questioning how intelligent people could behave in such ways. Believe me, they did. And the events were perhaps even more alarming in real life than they appear in writing. As they say, fact can be stranger than fiction.
And now, on to the stories. Let the madness begin...
About the Author:
Cannon Thomas is a funny guy who spent a career helping salespeople and senior executives improve sales results. Working with companies across every industry, he saw many great successes. But he also saw lots of fumbles, foibles, and failures that not only provide hilarious stories - they deliver valuable lessons. He is delighted to recount these follies in his first book, Sales Insanity, for those of you who were not fortunate enough to have observed the insanity as it happened.
"About this title" may belong to another edition of this title.