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Having trouble downloading? Contact UsTo get the most out of a sales team they have to respect their leader. It helps when the sales manager can honestly say "I've been there, done that, and EARNED the t-shirt." The best kind of sales manager is one who followed a process when he or she was selling that can be demonstrated and duplicated. The best sales manager is one who "did it by the book" and was successful. It is far easier to replicate success when there is a "model" plan for achieving success in place. In one of my books I call that model or plan "The Formula for Selling Alarm Systems." The Formula suggests a step-by-step selling plan to win the sale...