The freedom of a selling career appeals to people who value their independence, who are confident they can with most situations they will encounter, are who like to show personal initiative in deciding how to get their job done. However, with this freedom comes responsibilities and potential pressures. Salespeople are responsible for managing their existing customer relationships and developing new ones. Although no one closely supervises the salesperson’s behavior, management usually keeps close tabs on the results of that behavior: sales volume, quota attainment, expenses, and the like. As reflected in Leadership2.1, IBM is watching closely the results from its salespeople! To be successful, then, salespeople must be able to manage themselves, to organize time wisely, and to make the right decisions about how to do the job.