Archive for January 11th, 2016

The Force. They sell for a living, and what drives them to the top can push them to the edge. David Dorsey

The Xerox 914 was the first one-piece plain pa...

The Force. They sell for a living, and what drives them to the top can push them to the edge. David Dorsey . 1994. ISBN 0679410309. The author followed a team of Cleveland Xerox sales persons for a year and then wore this story from their point of view. If you sold hardware in the 90′s you know exactly what this book talks about.   The quarterly  and annual targets , with contests, harangues, cajoling, machinations to make your nut and get to President’s Club.  It gave me shivers to read this as it dropped me right back into the driven nervy Life  of a big number salesperson  ( And the trials of his family) .   A great book for those of use who have been there and a good one for the younger sales guys.  I read this in one go – it was so visceral.