Sales’ Product Epidemic

By Tibor Shanto
No doubt addiction is a terrible thing, regardless of whether one is addicted to drugs or any dependency addicts struggle with, it has a heavy human toll, both on the victim, those around them, and the unintended devastation experienced by those who depend on the addict.  In the mid-West, this addiction is to opioids, in Sales the addiction to ‘product’ is as severe and crippling.
Try as they might reps can’t kick their habit, their overwhelming need to cling to and lead with, and die with the conviction that it is all about ‘product,’ or a speedball of “Product and Reliability.”  Like opioids, everyone is aware of the problem, but there seems to little concrete steps taken to change it, some platitudes, cliches trying to tie latitude to attitude, usually blaming the victim, a new SPIN on an old theme, and then pretend that it’s all good; well it’s not.