Say you are good at something, and you want to get even better. You study, practice, and work at it.  But, instead of getting better, you get worse.

I’ve seen this occur many times. It’s the demoralizing effect of working hard and not having the results to show for it.

It’s what happens with many of the salespeople we hire at FringeSport. We hire them because they have a record of sales success. We then train and adapt them to the FringeSport way of selling.

And they get worse.

They eventually get way better, however. But they have to face “The Dummy Curve” first. Read More