Philip Delves Broughton

I grew up in England, graduated from Oxford University and was a journalist for ten years for The Daily Telegraph and The Times of London. I was The Telegraph's bureau chief in New York and Paris before going to Harvard Business School in 2004 to obtain my MBA. I now live in Connecticut with my wife and two sons."

“Here lies the challenge in finding good salespeople. You need excellent empathizers who aren't so empathetic they can't close a sale. And you need people with strong ego needs who can still take a moment to figure out what another person wants. They must be aggressive enough to close, but not so aggressive they put people off. Too much empathy and you'll be a nice guy finishing last. Too much ego drive and you'll be scorching earth everywhere you go. Not enough of either and you shouldn't be in sales at all. It's a miracle anyone can do this job.”