In many years of managing sales organizations, there would have to be one individual who, at the end of the day, would stand out as the best “belly to belly” sales person and relationship manager that I’d ever encountered. Greg (not his real name) had unimpeachable product knowledge (he’d put in his time as an operator), polished communication skills, an obvious love of people and a charismatic and competitive nature. Importantly, however, Greg worked hard at it – systematically.