Are Your People Doing What They Should — OR What They Want?

Back when I was in the karate consulting biz, I hired a guy to sell. He had been one of my customers and he told me he was great at sales. For a couple of months he did okay. Then he found out he liked creating the content we were selling far better than actually selling it. Slowly but surely he made fewer and fewer sales calls until he was spending almost all his time creating content…