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February 28, 2006



Almost all of my MBA class time was devoted to managing large endeavors, organizations, accounts, etc. By contrast, most business people are not part of big businesses. We cannot look to academia to prepare students to work for companies smaller than the "Big Six". The small business community (folks who deal in millions not billions) has accepted the role of trainer for our own needs. We do surprisingly well.

Will Dettmering

There are significant differences between academic education and experience education. This is not an academic problem... but, a business/corporate problem.

Slashing training budgets and mentoring programs, more companies just want to steal a trained sales person with a book of customers from another company. Thus, stealing the time, expertise, investment and talent away from those businesses that see value in development.

I hired an veteran salesman as a sales manager once. He came highly touted by my superiors. I didn't train him and found him to be lazy, dishonest, and incompetent.

As I was about to let him go, he jumped ship to join our sales representation agency which he was to manage. In turn, when he was about to be fired from the rep firm, he got a job as a sales director for my competitor.

This guy was the Peter Principle gone sideways.

This same fellow is currently interviewing for VP of Sales jobs as we speak. My old competitor is ready to dump him.

Meanwhile, I have trained, developed and retained some of the tip top talent in that industry. Liberal Arts graduates... all of them.

Go figure?! I can have companies profit from teaching new pups, old tricks!

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