FIGURE 7.1 Create Stage of a Selling Squad
More is always better, right?
Earlier, you were introduced to the University of Washington men’s crew team. Coach Al Ulbrickson faced a classic leadership challenge: who should be on the boat? Each fall, more than 100 able-bodied undergraduates show up at the boathouse for tryouts. One of his first challenges was to push those students to their limits and find the best candidates for the university on the varsity, JV, sophomore, and freshman boats.
His next challenge was to find the right mix of eight men for each of the boats. Using size and strength ...
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