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There are countless articles, blogs and books comparing salespeople with professional athletes. Truth be told, I compare them as well because there are many similarities. But there is one significant difference between them that few people discuss.

Athletes work on their sports knowledge and skills for days, weeks, months and years. Their plan is to develop such strong muscle memory that when they are in competition, their body executes flawlessly. They become students of the game.

A great example of this occurred during a visit with one of my clients, a minor league baseball team. During one summer visit to their stadium, there were four catchers on the field, fully outfitted in 110-degree heat, working with coaches who were throwing balls in the dirt to them. This went on for more than four hours in the blistering heat.

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Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning,  best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at or 763.416.4321.