Look, if most sales managers complain their salespeople don’t prospect enough, then it’s not the salespeople that are the problem—it’s the system of prospecting that needs to change. This is why specializing sales roles works so well. Got it? Okay then… Likewise, if most CEOs and executives wish their employees took more initiative and acted like owners, and then it’s not the people that are the problem, it’s the system of management that needs to change.
