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If you don’t push, you won’t face resistance!
Sounds pretty obvious, doesn’t it? It is also confirmed by Physics. However, we see it happening all the time in sales. There are month-end pushes, quarter-end pushes and year-end pushes. The teams also complain about how stressful and effort-intensive the sales job is.
The reason is completely internal. If we stop pushing, all the stress and non-value added effort would go away… and the sales would actually grow faster due to improved flow in the system!
Pull based systems are the way to go. Simple, isn’t it?