I have to steal a line from a great movie, A Few Good Men, where Jack Nicholson says, "You want the truth? You can't handle the truth!" Since you are reading this book, you are likely not feeling so good about your current sales force. You might think of them as lazy and unmotivated, and you probably try to control that by making all kinds of rules that have more to do with time than productivity. You do not want to put any additional resources into making their lives easier because it would just be another expense. You want them to work in the office where you can see the calls they are making. Everyone is on a short leash. In essence, you or your sales managers become glorified babysitters. It probably did not start that way, but just migrated to that type of environment so that, over time, you developed a bunch of Farmers (salespeople who cultivate existing accounts). In most cases, Farmers can't be turned into Hunters. It just does not work that way. Once someone becomes a Farmer, they usually cannot be changed back. They've found their comfort zone and they're not going to be happy about having to move.

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