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When Persistence Becomes Stupidity
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Trade Publication Article
When Persistence Becomes Stupidity
2010
Overview
Sales people equate persistence with doggedly pushing on even when it is not productive to do so. They have bought into a myth that the sales profession could be considered a 'sacred cow': the simple idea that the harder you work, the more success you will experience. The author admires a strong work ethic in sales as much as anybody. What frustrates him is all of those hardworking, goal-oriented sales people who follow rules and work themselves to the bone while barely scratching out a living -- all in the name of working hard instead of working smart. In today's fast-moving, hyper-competitive business environment, the skills required for selling success have been turned upside down. Certainly, you still have to be persistent -- more so than ever -- to be successful in sales. However, you must also recognize the difference between \"good persistence\" and \"dumb persistence\".
