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Sales Warrior Lesson 13: ClaimingThe entire point of claiming is to reap your reward. Rewards are defined in many different ways. Most salespeople recognize the rewards defined by their compensation system, but there are many other and more important rewards that you can claim as well. Rewards can range from tiny bits of valuable information to entirely new responsibilities. For example, when one well-known student of Sun Tzu was in sales, he was regularly promoted at eight-month intervals. Why? Because most sales bonuses were paid annually, he used his growing bonus to give his employer a financial incentive to move him up in the organization. While he didn't earn his maximum paycheck every year, he quickly established the credibility to start his own company and become a multimillionaire by the time he was forty. |
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Copyright 2005-2008 Science of Strategy Institute, Clearbridge Publishing, and Gary Gagliardi |
