By John Graham

Things don’t go well for some salespeople. Simply put, they say they want to sell, but their numbers tell a different story. What’s missing? What needs to change?

The answer may rest in how they view their job. We can call it “task tunnel vision.” It’s common throughout business organizations — including sales — and here’s how to spot it: “That’s not what I’m hired to do. I want to sell. Just leave me alone and let someone else do all that other stuff.”

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