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If you’re a business leader, or aspire to leading, this next fact should scare the pants of you.

Today, the most savvy sales cultures seek to collect best practices from their top people, and then teach those practices to their other producers. In theory, that’s a smart model. So, what’s wrong with it? Plenty. For starters, it’s ineffective. Here’s why. Although, most top performers can tell you WHAT they do, rarely ever do they know HOW they do it. If you don’t know the HOW, you can’t duplicate the results.

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