Tip of the Spear

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Having spent over thirty years in sales and sales management, the author has seen scant few initiatives that work well in business as opposed to a far greater preponderance of strategical disasters. Tip of the Spear leverages insight on how to spot common pitfalls and not repeat them as so many companies are apt to do. This book pokes holes in commonly failing tools and myths many businesses gravitate toward and then offers concrete, real world solutions to fixing those issues. Tip of the Spear is about making business better based on insight into people, situations and places derived from three decades on the front lines of sales in extraction industries, defense and utilities. Written with a natural, conversational flow this book brings lessons forward in an interesting and engaging manner grounded in real, unique settings. Included are successes and failures around strategy, talent assessment, hiring, development and coaching, reporting tools, compensation, travel and numerous other insightful and implementable lessons for overall business management. It is a book of insight and lessons gained from a career on the jagged edge at the tip of the spear of business.