Everyone knows a guy who goes out to a bar and fearlessly hits on every single attractive woman in the place, generally using the same approach and dialogue with only minor tweaks. He is an annoying and shallow guy, but inevitably he ends up meeting someone almost every time he goes out.
No one would say this guy is building relationships, and yet if you think about the traditional sales approach of "it's a numbers game, you have to make lots of calls/visits/dials" it really is the same thing. The salesperson is told to engage in the exact same behavior - keep repeating the same pitch to enough people and you will win business.
And these same companies wonder why they don't build business relationships.
The choice is simple and mutually exclusive. You either hire people who care about their reputation and focus on long term relationships, or you hire people who only care about notching wins and will never build successful strategic long-term relationships.
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