CURT NICKISCH: What other mistakes salespeople make when they’re trying to, you know, introduce a new product or sell a new product to their clients? CURT NICKISCH: So how do you as a sales manager or senior leader at a company set up a culture and systems for those types of people because you may not even have the sales reps with the traits that you need to sell new products? One would be setting up a new sales force whose sole focus would be selling on new products and then you wouldn’t have had the conflict of either selling copiers today to make money versus selling a new product that will pay off five years from now or three years from now.