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The Principles of Emotional Intelligence•Awareness of the critical mass attributes affects the success level of
sales professionals, which ultimately affects their sales organizations.- Development of a system for recognition and application of the crit-
ical mass attributes helps individuals perform at a higher level. - Recognition of the critical mass attributes helps sales organizations
do a better job of recruiting, training, and managing their people.
After seeing the dramatic impact of critical mass factors on individual
success, Larry and I became interested in the impact of these attributes
upon sales organizations. One issue we were curious about was how a criti-
cal mass deficiency affects the difficulty of a sales manager’s job. On the sur-
face, it would seem that if a sales professional was lacking in the critical
mass factors, that any person managing that individual would experience
some frustration.
To gauge the prevalence of this frustration factor, Larry and I decided
to ask the sales managers to rank the difficulty of managing each account
executive in terms of time required, messes they had to clean up, and the
APPLIED CRITICAL MASS
“The doorstep to the temple of wisdom is the
knowledge of our own ignorance.”
—CHARLES H. SPURGEON