Unlesson Three: “We have sales people to do sales.”

You have QuarterHacks. They are important, but they are not your long terms sales force. The pint swilling lads in the pub with the flash cars who go and visit the customers look like the public face of the organisation, but except in rare cases, they are often only the messengers of the organisation’s real sales people, especially in complex sales situations. This is fine. The people who want to buy, and the people who want to sell need scouts to tell them the relationship is fine and dandy in the meantime. Kings have ambassadors, Armies have scouts, and not all interaction is anything other than making sure that the relationship is OK. Commercially, it is the monkey equivalent of grooming, and it needs to be done.