Every one of those organizations only, solely, promoted sales people. They say, We value this. This is why we re hiring you. Write articles, books, develop ideas, but we re only going to promote sales people. It s like telling kids.
Kids learn to be grown-ups by watching adults.
And if you tell your kids one thing and act in another way, it s the very first thing they notice, and it gets embedded in them for life. So when people go and join firms, they aren t stupid. They notice when people in the organization say that they do this, but in fact, they do that. This has been known since Hector was a pup. But it s very true when we talk about the knowledge stuff.