With systems in place, people fire themselves.

It seems like you have a sound, productive sales system. When you follow the system, you provide better service to your customers and create more and bigger sales. So, what's the challenge?” I asked.

I was visiting with a newly promoted manager. After many years as a salesperson, this over-achiever was just crowned sales manager. As a salesperson, she created her own winning system for developing good relationships with her clients and following through to win-win-win sales.