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Sales teams ensure a constant buzz of activity
It is either a weekend or a month end or a quarter end. Pressures build up.
In the pressure of execution, good communication practices between the corporate office and the field break down. The decisions are conveyed but the rationale is not. The features are conveyed but the benefit is not. The numbers are conveyed, but underlying reasons are not.
In the pressure of execution, the trends remain unseen, until it is too late.