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When I was young, my lungs would literally burn when I exerted myself on hot, humid days. It wasn’t until I reached my forties and experienced similar symptoms that I recognized that I had Asthma as a kid. But that’s not the best part. Both of my parents had Asthma so wouldn’t you think that when I described the sensations to them – my inability to breathe, the burning sensation, and huge fear, they would have recognized the symptoms? They didn’t want me to have Asthma, they didnt’ think I could have Asthma, they didn’t connect the dots to conclude it was Asthma and they didn’t send me to a doctor. They were in denial.

Yeah, just in case you didn’t get that, I’ll lay it out for you.

In a recent mining of Objective Management Group’s data from June of 2013, there was a huge increase in the number of salespeople using social sites like LinkedIn, Twitter, Facebook, Spoke, Plaxo and Reachable for selling.

The battle that I inadvertently started with this post moved here where it took on a life of its own. As of this writing, there were 36 comments, some more pointed than others. Gerhard Gschwandtner added this post to the ongoing discussion. Earlier this week, I wrote this post to address most of the confusion that’s out there. Yesterday, this post appeared on the Sales Thought Leaders Blog to add fuel to the fire.

Yesterday I read a White Paper about structuring sales forces and it got my blood boiling. It wasn’t that it was a study about sales forces, and it wasn’t that it was a study using large companies. I got upset because of the conclusion – that you should structure your sales force like the big companies.

I just finished a great novel called Law of Nines. A traveler from another world visits Earth in hopes of saving her own world. They have no technology where she comes from but they do have magic. Alex, the main character, just can’t wrap his hands around the magic. Jax, the alien, tries to help. She said, “that little black thing you talk to where messages appear – in our world, that would be magic but we would do it without the black thing. That box that brings you up and down in a building – to me that’s magic. Those enclosed carriages without horses to make them travel? Magic.”

Yesterday, I met with a long-time client who, in his previous company, used OMG’s Assessments to identify what needed to change in order to double revenue from $30 million to $60 million. In his new company, which is already about 12x that size, he wants to double revenue again. He said, “I just wasted two years with the _____ Assessment.” The assessment to which he referred was a personality assessment marketed as a sales assessment. It could have referred to any personality or behavioral-styles assessment.