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Operating in the direct-sales world is challenging, so consultant Brett A. Blake lends a hand. He notes that direct sales are counterintuitive. In non-direct-sales firms, increased sales are always positive. But for direct-sales firms, increased sales now can result in slower sales later unless firms correspondingly add more field leaders. Blake tackles the challenge of adding the right new field leaders, reaching new customers who can become leaders, and prospering in this challenging arena.
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