Fostering teamwork has long been a holy grail in business culture, and on the surface the selling function is as committed to this ideal as any area of the enterprise. What major sales organization hasn’t featured a legendary coach on the podium of their annual sales meeting? We even call it a sales team to vaguely imply that the performance of the group is greater than the sum of its individual parts, that it can enhance the organization’s ability to adapt to new challenges and develop innovative solutions for customers.
Mile 25. “It’s still within reach,” I told myself, checking my watch as I approached the parking lot of the Pentagon. I pressed on through the agony that had been my companion for a full hour. This was my third attempt at breaking the magic four-hour barrier for a marathon. Despite dropping a critical 30 seconds at mile 22, I was hopeful I could fulfill my dream at the Marine Corps Marathon.