Be prepared for setbacks. Setbacks are normal in sales, as in every other form of war. You will make mistakes, lose deals, and on occasion, lose clients. You may fail in building or expanding networks. If this happens don’t lose heart. Simply drop back to the previous phase of your game plan and recover your balance. It is normal in sales for some salespeople to be doing well, while other do badly. This is not necessarily evidence of failure. Give salespeople and sales managers the ability to adjust to local conditions. This creates elasticity that helps you survive setbacks.
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