In the movies, heroes save the day. In the business world, heroes close business deals, but champions teach others to close business like superheroes. Training means divulging the actions and ability to understand a client’s goals and challenges. Champions must have the desire to share the vision and understanding of the business. Don’t expect this to happen overnight. Shaping a person’s behavior requires patience and tenacity. Identifying a pupil’s client procurement gaps is the most important step in completing their development. Champions lead and develop organizations. Heroes assume that everyone else will just pick it up eventually, but in the movies, how often does the sidekick become the hero? Having a hero might be good for the box office, but having a champion is great for the bottom line.

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