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Strictly Sales: What horse do you have in the race?

In the race to reach goals, every sales organization enters one or more of three types of horses: racehorses, plowhorses and "glue horses." Each horse presents its unique set of challenges and opportunities. The challenge for any sales professional

By Fritz Koehler | Updated on March 31, 2008

In the race to reach goals, every sales organization enters one or more of three types of horses: racehorses, plowhorses and “glue horses.” Each horse presents its unique set of challenges and opportunities. The challenge for any sales professional is to recognize what type of horse you are. The challenge for any sales manager is to manage all the various horses in the race.

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