
Lotta Broberg är en expert inom försäljning, ledarskap och kommunikation, med över 15 års erfarenhet av att coacha och utbilda säljare och ledare. Foto: Chabro
Att skapa en säljande kultur är en lagsport. Det är inte något som kan delegeras till säljavdelningen och sedan glömmas bort i ledningsgruppen. Tvärtom, menar Lotta Broberg – det måste börja i toppen och genomsyra hela organisationen.
– Försäljning är en elitidrott, och det gäller även ledarskapet. Man måste ha grundförutsättningarna på plats för att laget ska kunna prestera på topp.
ZXNj/9xTsQrPFsXmGLk7CeEcqANvYakGj6XzbbU4sufT76qllFohmVeTMCoVI1QMyRNxnu2ngmP5KK6x4KASIE5aXoxxwhnrhpFdHko18tzJFbH8SybLMSnwNy6CISKu5V5FCQhKYkDY6Q97kF3tBtWZdBoEByotldz03A5OLc6PTCa3TSxCfxz2I00NgNIDkrEjGVAGanIUvzT3ucIZNIXh2Wpn8zi4fV1s92iTnWfFVaP/ojPNVAi2aZLzSq0ngpGfcivDMeaICG1uMq8JFi1jKTKA/8esPe3bdtW7ePrN+zRO9jYtqQEHi4Vbf+oerNwZrXymfuKbeReVl6fVF0Rkcf+PBWOv67YN8QNo2TiPBEJrqxCi2pDKKPB48NNR1FPKpZdukBvavTo7osl2hW1wVF0YXoZzD2xi4DRO3h/lXLVRGqedJX1+QWn7nuQWyJc5/bZCZBLSR/gR+KkET6X+U0PL0EDJr4cL45Hj+hfK5xgtY59+kXIqMMLnYDCGBoVB90hGtZTczWK+npF1OcVhxlGW+awWqjOQmbs94PLyxI8ZeSj6516TWFAKz5kAav2i6TdCgDa+zArRJoUhq3T+iSl29rsyOeyQ6CXnH0hItwjlELHdmKsw2c8BTlt+oIfmvunWUKBiVGBTi2Zc/bzCxi1jWPhrFgLn0Xkvg0zKrWHOVwecKyNJURbXUDIEzi1EPbAtOKwA5GQ6ednf5DoxNP3djUVUCnQO2c/5mdjFEWf6jZkKDhLCcj1qh8TonrsqhKM6pJzvRu9KBdDm1D2vawRKYNAapqMIdSDeqE0jhdJy2w6pDCRowQD5wyBuZp3+E9XtUr//E4W/8zPk+DOgfYuMldr8NUpevtl8IeZ0BECEOnr5z8e6bA8cK76pdd3QzXlBvfyoag81LDAAySu+scProPG8ls0rzeZOjAIGON6dfqxqFwBGN7x60ankTvgNGDxxeGa/j6CA3KGSBOE8isELGLfuehIeZ1dD7fb4CYEKY/zxxqZoUNSij+SGbO9XISvMg3Z967lojsxX9yjmJzUQvRUeMUw72dNNc6uc9GLfpDf09F/FgTjvMtoBsAxI1XMZDPu+DS13B7m77r0wmH9p3lqZH3BETTJPlFtrbxLJXDzEo9SzvyyjsRxC7aN82KAqo+wLpbw+F2dtS1prI9Vo3btCjYlpriultvUYj0ik3ggayvI36kzzDBQ6cTPy2ohh9Jr7r5kpHiO9tJnSohYwsoocjDgAZQsmDLlFAiQGewNAB7PBEUQ1HBmdeJNxdrwxNf680FahD8SPoYff5nG0SCqjhy7wvUxAi6IUQUenAv/uwsQ6h0ULZq+oiLxcGsbbROf7YZA2Ll8nxqwNilcjx+olqkW52w283wcFrYcC+O3WqzXUTPoKLJfj/yORCELwq5IgmZk+HbzKgNKwN338K0jJBof2iKay0KUTy+WOz39M7TqB3mp3EP35F/yiqZDBDOO4hAeph4/tdKKwLqtfvQwIrT7si0S3D8D52LBAAk4nSMvYTAM5dYDRzmmu0kLuGACbTGRb1FJcE/UnUK8tMqqlo6aXSrAE+m0Pg2veLzilVObDazxLDCaWPOAR02lluK0U55do2OPW6F33bEavKHOKRfeCKHF/VxrQ2hAZcsnig/1Llh5BFwUNu+Ap86XWp4PX97HX4ra+Us8xqegziXoV2cjVDg/+PB1yf+y+KsFUeVyWClSHhdecZ228lo6vXNftCKF+Hz9+q/ZAeWBpSokNOVhfjUuvx7DimtkYVf7LyJnbFssxeBzi/LlCPhGmCUiUE8ncYDsiW/EbghUGC6KkHNbcini8vDU8Q8UJmIBFHfZ2ZhrsLtF1+1KkOa4PAkye7CxAu03s5VY45VJJuJ48+xU5j7/EzrAPOjLdjIKRdniz4WI+u+g+78MyrXnB70Kxt9CfRE2LxiGTzezTn/IRg4WFAFaBC4vPDuJLAVJDhbVwP70ewUoMcVziRsjb6M53+6Oqc+xs5Pk0lc391DZZB1LCzSlIyVmzrXvT0Cn7yUcBLt2AyXah+Gc5fWyROUt+XYcrPzcfXQMbZkIDdBGq/BhuEJkdSMu3baOPwWXJ82pNsZ6AtCDF2n0Ogauqedb3Nl3ZeHtCIX3s4NarrAkVgIzthxNIhtvQV/I3Qt7KS4Tl9k6nxkwNFNyb8uTbT3TE4OBjTS3MC72SIy7t/oDLD6HdGYkGDkHTA8glN0tk+aMpjxnQlJTbTpJcufbHD05kpxUNm54GZZ3iIMbDfw4PFg15gqIOmtDZrbMw4bclTKur+PbdGEXLkKXniFTHSI/GWUiNP0rmSHOSxvWfH2nTv7W6EqlcGt4XOQrSpeLejkcZBazB3rVqZBOXDlMmgINHCg5hVfLd1GS3xbgUWAkwWhkAi9CKC2ouZtIESd79yER1f0TqQtHnHRw+5no2i5RO46jTkP7rqkBBt5vctHg1gJo9lIZ3Fvkf+feUJocnMD5rG+dabC7q+7wPINMTJsPqwgOMzWi0UNsRA1PTFYD6uiaZAwKMJ4fyuN8yOuDxHhZrf1dWzKFyXeODE85gB6g6duhtQTRIEsROqbvuh+5LqefIasfInM6titnUd1n5WwHHBeG4G0xA8zU+W0fTlCRIefphsHS//nATPpeokmylmvwj44tjhFAoBHTRZqQEHEaJlb36TkmAFY2oMULQutYN3vdHH6UsrooBL57eZLEZ7j/X+ld+IxoccabaqBbIgAF/AH7iTb5Aj+N4sSpPjDpbPio6/f59Xmh+zHv2W62oZkOqSUB/L8f7vfyM8Uvyo7BM+9BLQhrSwJJCvT8hNPHRnXjtbIHN8uMo5OfluKJ805A6E3gk7wm+IqJFdnxn/2qGJ4uQ6RFGUlUrpejh9DWy7bVsdPooQY+JCFNqPwf3KIHNILax1mUuMm3UEpyc1Ss/2yhhgf+Ua92CQgT5X638/iC5h/N9hROasVJPR4PV/BRjWin22XWoWzVFSIhqL9pDHtM8Fl2axtLPESVBgDqYTgodOL8zWvSLKapDX0IiHD7q699jGyg5FVTEHz2o5mQDL4B/nevo7OqxmCsBSUdjJ5rOxCnmv7EhtAmotXbryRJVEJrO6TaIEABnW1IJCxCyXo7BQn4aEBxpnn8aa9dQpkPrWXL9XdkbMeziqkWPhVTv9qvPgLCD7nkfHeqCoQ2r1P6UrLD0/NJSGOp+RIRs0H+wkZ7SUR0s3enxabo+kT7W2S1+E4QLAUWCIXlQ5bMJkoZ7TWdLqTMPq2IkPChSiv/pfict78dg0zgGqyzy7+FktgTxR8cCkVTqhQumrLsnSWZcfXmUiebaQHMg08re6y8aMjam1rJhb/nZWLneth4wSG9cJN4BcDHopJxPOGxZdJqQszGBStYveWoP1z7oO4pIszLAaJ6t2i3hhfRxi5phpfYVALjVgRjjmu7Ke0ypigkTqxX956P0KVGd+kevJ9vCvd60K/Gd4gJ+W2qNChxodhn+uN/Qti7cbAlIkwzWXc346ov6huQvqD9rZI19B1txZ4rKAALE9E1yQ1562bMQC9nk9/I4RF7m6segxXp/tPLF3d5FvG6XNY73WAh6UreOaOvfLglwe6zABq57gMwWFERNnMusQAkQTcVsACb8/OFa4EYVTPa7yWok/5SgE9Th3Tw2SkfS6ZVrWQHlC8nbOe/aE3qaDBI2fN6F3L6o2jI9+TMPZ/rdOYoswf5kB4tzYTuMCe4pDXZJFtmvILfqJhynIC16FDC/WTfmqyy0s/klVyfI5r8PNUQjfht9JlH88LpkZ0jHkHC1nBH+9wOTpn1vBgptV5mFF7xe0U8vCyAiqo8gdHsq0EvwWDtjmipS3OOAKbre7KWgLA3OjswWERXwjam5sLNKC5e2EUz9sKwt4i/+7CSdSYEY6O3n3xrMBxS1+efgVtnniTe4+EMghj4NbqEUgLYKkDHN2tn1uLHlz+XAI118tXLVeEEf0hpgI2qEdPkhMJt65+fzyc7/rZTyKy06ameJzhP4PIEKQkptEowsqxgWQx7CDdtE8ktZqDgyaGASKKNCgkVs5SeplGSdwGCHu4Mpiec2mjBz5dUwEWgpKGOwiimqEH2UDM6rmr0isvUAYWH0b3MB2mU3MwcmfZAEyP9CLd4n3xegcmC4sX+MQZ016ezLvMEaxebWhaVgYCYcX08e6mlBReMCm3fzaipCy+7ePHCajwdThJOj3CZwnKaNAhVlOoXJs2oj3Id7pb2870MRN2MEHN62J4ELrO6tDpXjoXsa8wd498h86RNaSJC/JB0X4p9yAs4W3BaskJ6y/vJNB9hxsbrMAErtDdO3b89IuszbEIsvoXmp29PwZfnvngG3pqrGsCDY9gFYfTptC3dX9AbjkMsL2n/oz1+rYduaV+I7DNgaU8fmjHNOxHx/Qa46sMoj7fSA/EiAjckrr4V/AMYEWXySBy5AupOr6jSwjCTt+sXOCyZ1c7xBuUHZ+bJSTck3yhvruENNoCkrGl61IOgcchOLifMFKvUy19NJKxlbUB2VM7nIeI70ZxOXAmKTUlZ4chPAwicKTf3xwfYNT2/s/WXdyoHZB1enWCNY1jRZcdK0jmwPXZzJjgXXJK0geEznNZx8mpwkSk6hiV39ePppNThseWzzj+BqwUp4kV/nbYyJx+sOSNOm6MVKrozcPM7+LNLNbDGHXx9DhSc53iQbmN0OSv/edLOj81rDHW3zxXsb6py88R/dKnHJyCLNhyWeCT4VwVrw7fRh3GGoAZkeduake9u7AILdcTHhQCs08BZEllc4VOADhl37X+pHYxv/jjrl5QMfa3mqiiBDZ9qlGfNu/t3PJJjV8CsWZS1xdv0au2RiUhYTj1HPD/kgOvOlxo34f/LJVHlr5yOoprCrEoIUl8Z8KXn2fCUBgX3/dhSG6+MnJ35u8TYp3hhpboSgl2hc3fxhMiHzMBB9boTMhfjV0XldaGzhzgz+qShYndgv751aTRbHCajXxAnd3u8vtnpFEaGVZc90PPzGo9fd7fO9xhVlvcYLGKzSQVvBEEsQKW754ZQmc87KFAh2KWo36rwRy2oZiB8aeHzMp8gIdHBtNMKV9GZHryKcOeX44cium35Qd93WBOTgPoG+qYm00Dz48RrZFT/jpcIyWXECJPCJT5GBzyZWs59syTA3PbAkPuGxJhIjJ2BBLVGUHVNMJ9WVIcPlchRBN37ooj6RFWVuAwgcP90WiiUWY+cKmoOk6jcWPtptn5hvWRaTREpHqsVBStRvmHINSAV5fPuahBIssDxOx9sK/EFygLufmHD1sKudohESX7FlONk7KYDQJuUUdz6AS4DN53ijL+6w526fxI6DLv76cYOkBAdfBoZesPLyKnRlcaDMGeFpaLBTh7tNnl6VWv4vIoQdD6VkATJDopU3DY4cD72do36x6V5wNaABmPDFyGnW1SlKLNU/PoZBC96ucM8mCGLsvhWBGvKFYXHkq4AtnWMKUsRNQw4kiAAO3OXi+m8DPvyhEti6Q5My0BsG40Gt/R4JWuD4V4moeYxRcjotZ+Sv+C0oZPJsCUC3LipUkMQ7jLunu9yLtmxdKhtqoyjC5HHY3B2AQSc5PzVU5b1T2WAi5vbIQI0UF8/x2wNoQJwYCUmZeDbI2ASN8iPFwtBzkFBSFgKTvA0m/ViN4Yj1uOX68nKuUm884aPt+hpWv1lItQTeXjddGft95KOWssyO5bMnCBOswZ8OkPx4s/91MY2jaEsdgqq7cpXMxBkj3bpVU71awnXuUa53cjfSjeBBD51im2Am5giZL3x9wDYnSrZ11wYWh4Mq8kn23U3724krU4rpDZV+Oev6AWXOLeXOuS6aog37dL+bfKV9FvnLtjvLY9imtXPmQd+meGB/PJZurYRnl5gt7g9B76JsaoDAaA51B8CZzoU+LauTG0sJogrjQx09DtmLdtkCoeF+7fnU05ByxMfeUSX9EW0XsmmTwHGhVz9PMNKUFdVizdWppet+ItsO7MKd4tqaZV6sP/x55cRHdQ6TrlhKtAcAe6oRoyaeIy7A/Gc/UXXaALkQHpcHI4jYq+kA/0mjnRC/ssawUwR5tFtCMx6/3i3N9pNnPfNrNSH57KPuTd86LuF8Qi/ZT0SEDtkhi1bzutW2kl43b3VItRA1GtyGTe2zHH2DqcBwc0BbqqJTC//BQNZEBdj7c6p9rUdGFCbFyZ3xDRjIekuwponGAbVn9TAtN0H3SM2zqfGJxckBKBH9qqnE1Ya5XqkPnYEASJ9ezRiM7nt7v+CG9Qms11yULuXfeyDc8e7vRyk1K3BJNtIVF5U4t02tzrasriQStbXNHqA7GYgd1u8Rwdm6OsG7Ysa0RelEjbyHMnerFRznrDGLVRaz6I3/WoAyH7RbBDzkjrouYi8ZCxvPZ42ysNbl3yXPT+SE89hhM+YuugRUjr8WRUdVbJRjYr2qK7LwwVFjA6gnmho4Ea9vBQsPAUpfWBB0jtXk+vQLlsD6ce9DscoLhZ1U5YRl9XjR5tOYKGxY0cwY6s1XKkRKxHUmhXzh/su3Srer1rPBRA0+KVCzoYrt/HCw8wVi9yX1DIq3TBtF84xNUYtbGb15Q4Bqssprt8Z7cuz8zDlpfpRisvdI3BLFYxil0geRXYvwH6LZ+43BakaRDfJEpezvbwYHR60PxqUyo4f91MDQqTzpNw8/ClDZ+euBdeP6AsYKWxqLPBTnkzcrNj+Ewg318JrjVtE3SeSuprIWH88RvYIqXdzc09q+IIgDR9iTbT12rblLRkMlfHBCgp7iQQNy8JeAHjSLkTNs/kr5DgFHJBMH3XkjDJSeHgSLAgp3gs03Ib1e9kYM8swkEOMBh1Il60O8kKEl4DTMRsCcWEV0OVuaXTaeO2PqBvVFkpGZGryE8beXJxQLzvqFIIBlITPKWshXo774k40NYJ0J+QC1Uv2i7+KFsk0XEc10DBRFUg4I0JpGchadUkT+y5UnIrKhlygZdcjD7zEofH02mGuuvSFuvv78cvPhim6lTbd1WKfK/wBI/yw3bLmUoVO6JVEXx1xKPtfLsGpRS/yvTJGTCuBNwNTO+80b4BUgiKKoUyXJuGAr1I3rQYiFl/b5q8zj4s02Plx7neBEepj8T9L3jQiLLxmD3i9KlYeWTjVAuiBFtVaWFt1wzN3NHfDmfQW0geRY3u/X86PKT1rj+ysBa7ksI3szre5hLaSErtq39c/FnM1+POqEEUDh9OEfPGk/j/J3WgFkfssgvrOEyGGSQc5dJqkjuOwfAlYQAuOgmDkI2x3Bx0A1XsyStiZiKbiw19EqehBRDvUmkI32ivfz1a/M8Nyd4WKlqq5DbfEVs9HiDF8otbPYRLRBoHUPCKS1R+M5FWyTmJe8CV8B8VkM5gLcY3rpIXEN2VjZql8wLri81cANTVGkTAXKPNs6Z8TUVI5SXBL5qqx/ePTqN2jHX24suJr9qicBCLQPeYyTEsxfK9MLBR9VKmqXLsT7fgL1VFW9AncHtEOKI7FjhOnOXkSUuTAoRkruLl2nR4QQ8vCgv9IwYW/4OQ067j+4U0BVhSg1gPmRgkAu6b7viJiNyUxh4q2WLL1tTyT4tvdGUWrAnGFf73lTJDpTsejskCYk9Tz3qRnEbU+nd85M3oXR1LDhrdbtF8P5sfE3atlXhLETusj/TuvRcMR91FsWCDxpcPhDjd6dWCK9bXNO8IJ+NxfnEiDfj742wj1EgO8pQ6vPYau6qUCawDDk/r0pTLOlTH9tmpob3R95ZGruJ3fb1AgPhTTh4faN4xjuBlQEsKNl+V27fN3boQIUUzL3K9ntHkNKrED0ehKj+HccwhQAfl81vPJZp2jdY4EXDO85vhcwTY1b88LG2WDAFO8iUwVx9IKO8syfFYRxWNz67zMEIOMssHAXQ7ZnOQcDu8rYX8/wDlrZdNfKAsAgmZzekEM1rNkbsS/nmPiDrCNA/NNGlCnp1Su1BtUzCb/3K+fBYZ1CRbmjeK+e69aX/V8Pn038kMwOd4nnO941ch6xomfvBi1zuPbC3Y3v2zVbQBlOW/wb+5qkec4BwvtoTD/INPGYRpAqLq+ZztD8ODCYw+wSagy6emLeThD86W71ogV6viCcyOBbvGvjt792POMqroMcqmKC3UE4KbodZvT8fT8iMmlUBCgG0qVzHIcY9mdj5Kw/HjkelBLuLuLW6cyMI0ScZJRbzd62m/yHR4cpFwPT81a+JdpfVqem+2YyfqQZAHu+/MuRZPP3KtcKfh2GYIMC51HuGMeVpKkeUJOergk7hdBce8HpWeM4eUPqa2VrCA72fbrX1+clJrEwnUK/54FNvLcmHSySqVUY9DpdtIRVZBFXmKpTDQMDuccslHtPwtBT/+TpsB5sv7gswO/bkad+6K7ZdlsnlNVCc6PFq2rgdk9WMOyHBUzd6u9Vol7yupF6Giv07ULIm9R/MXnHqaJfRcCWbGYPaMBvVILG61Mjp5rQdaCwk3UCUvfTUWqJPZS5H7BCKX5o04dzNrR+2FNW6O7jP983g2rDFH87WzgzaCmz4+jwilBttdM6NpaGeCsPgM0jfOKgxYC0l7u4qzz6+Hx40iC9HhHwVoRmnSg1oLkFNGRX+Uv9GuyCSwC6q0CUzLg8odXWt1sgaGm09z7apwJFow2rmx3DfJc05aunxpLCGU47IKWHYXsbZJXOQ21ab0UGFuzxKiPUXmXB38LwXfnlKQokyE3/Hj4LevTnqzA+HDaV/9HIZ1yNlnB88WpBzDsFWMSA0kQm7I808zlC1DJoeI27ENr3pP3vlYQILCjcDcvrSF8etjniVk8RCr0K/weJsw2cCBLt6kl4//OQpTx8xx23JlYJMP3tlucmQvV+0lsqEWxCkMM/chlJFId6pombIJNXkr5CtX1omAAWGGay9bBp62AfC4WdHjF3T0u8hPliVrbPDVQ22oB+I6ZhZQr7Tb6kE5QdtaJHnbkAQ753Fonq1KhkpOz4u0Rs9GCTYuhzy3RJqy7QI5RwLL4GFeUaVhb4Yo12QL5jnZ+u9IPPuJ3XevQR61Mru8ryewBNtFP6Sf5rDd77c3yhfhymE/5XU9KtxP+VewAU7/VMK4a7Jp7kxcQjGT1+I6R4RpWX+QDNEqrQ7yvsuezktrJrp41kYR8hkBZA+btQWr/ELK/o/VshEw2GYKwE2kzFv37wvdNyXvSQYe+rIJhK2GKqoLjA8OsDs+zQSYXalbmKx4lgc5mZgR7jW4T+GwPHVkR4ZNc4VCeMvp1DsaALhmi7k4UDXqwZwq7GftN/j6dq/ELsWxIBelXopYpderY46T91Ya9KG9+pzgCOoAhwcgyugjf9uFnAk84QTOH3W1RYi/VKhLQr49r4TK+mQl9nqUbZfTlHJUsAt1eSujI54+LL2AbDORUp8hTze87v4GeroF2Gi43RJS/2MvkXVe8bc09dK7Nl5+AO5KkUPCONZejlzbJ074Nr6I3sciYd0ksW0zwawnW08+SRplRB2jAPneU7qVeoLyUQ5LT0AuD9iQpkrpkZO7ve0/B+jUDrOpkt+YgnFWjmIQEVqV5HD7r9utIJdQmMt8vcWngGyaQ3h5OVt3t2xN0c0PBsFf7Ivxxa230DRGCn0Ye6tAefUGaLy5boxSRDcsxocp29jXkbOLHfyIwNX4GqhYmCUPzyMSK3B7hsVbqRINpJ0W+hit+0A8IXJTbuKaazbUpiICrCNcUTCBtcZdRd+01KcPMSK702hDC2iJF623rALDX78ln/PDA2v6/64wiIN83SjINNAHO1nlVYkM7k9e57n48s+Jn/YWSq+Id0cwGG2rDVOeBWO5Vt/ySRuRsUgMdmB5QnW+8b0wL1Sh/NtCqiuYlA2LlHHOOHuuUaN4ANdC78kYGuyFigsADNnnbjEKopOdDshx9AiGpk/tLD+O0DJWo+se4sUnH2fUWxhAYfIJi77dGyC7YCV9kRbDss1oL1Dg1MXtosib2azfxU+Lk0kraivX1Htao5Ue9qQaAG/V3hyaq7LjijZc9Amy8EdCAPFNzNbiO92TNPkGFwDEAdpA+xscOjsoIDxsWj5K63q6Fh+rlosQyI3hzRvaJXqi/+PxiFfCxRYOasPXZHKvDtAyQDofup5xwqOIcL5eCDbhN9OmnHzFkJOADeHPdrIqN5P7rGq9AEl10qSHRoCCWeIJPUgSQ4WMzjWrO4XYdjK1wqWwCxTW2hXZ12EXTHenxLRoA2VMJDnKVVtcZfugTUloYdV32ENH9TM1ucC6P05FThI0udxnjoK2yr9pnRrD/liBioc0Z/bYSyDUz6h45InBHKgQrA4kTkMmV9cSyAd4cNTLBWQ4xXyK+wuJOcDKBC+l+YWdMGQPH1UMvULrBtSvdWPQmjIXPXvgODpfRa/92lGqnrdgOnbe2/OhHxEqJex7j2m0ah1GHTfUmAyH82VSKoDeL2y4FuRMr5JXYL+fCzC4YVgdrbX/ynfWXoQplsYAVj13cZTnaFPk1ubo7hWKusvMQbpaCyxfUjljY4C28N3DLxHsfZ2ltfI/jDZK7XacXmVNeIeEIR3UlVhHHzSgF5CZU0/0yPGDSP6kXjTbsV4GBuWqWMjIp9TBuJFr8SLL6jNK7v6aIfyGYBO88cOqTG1xmkPYDg5r4OrnvaTxopPGoyGt/w/s64d9603A/MxyLRct0yWEfEYs6CDMeDLf0/o/K/WodXR3+79CXGBQaS/dGzZaIODvTb5y4xKL7xkhy0bVOxu7Y7fDZPHm9OQQAiURsLrq32p+IP5sl1BnbQLRo7KV7FjQgPiUrHiCsIdEORqEehhButT84xQX5hJRld3TXZqvh64SSQM0IJqy5mhUhgUk6AjICCeVEh0Pn/PfWqpDhZnw1PfaYhnPVSkQfNApRkvuFSy4emDlc+n2TxqH9XC1xUSJgJKaabZwIjT6hWT8/COhwOkJdXr6cCkn6Jx4aW53QRmF0cYds4GXaqvN7BnApyEeMmah5VxTouQLrwiWkOT7xF9IYx6azbM9KUaqPkjTuotTzp3sCxAoSsxA+E0g3Th6lY9/gVHIUX5UOh0bn38BcGvketqVlpzlhrGckePDUm093Id1ArZC0CVQt+epxRCorrRmGfGaItUStXJQUxlYMX7Bfn9iq8MkeENQjv7CGf/op9CfypDgeFE86TEPFQihbwcGYfE51KZJLbJAYO7WAOdMXN2KkLpzlN0Z3v+BefJKCvAblvreprqnF4GJiTAf86F/Q/gWXiHt24Nt5BzLBqZs+YmPuOsbmRS1LJ3S0XA/9QNIeLGJ7lEA6+3L9V56NbCeo0rcjirjNm788R5lfmj3N0E6G5Xs12ib8/SyIP94HcvTcfhJVyhnM6iDhg+VNxMtu7SL7ZHeQpfRUuN+fjT5478nLXNpBkqQxOj9z0Blnbf6I+gd3nUN8QUzX12WzwSst5EQd4WPvc3qoIC2hhry+6G2vGNL1ih3IsPhJmsm7JJYpBh0zHtsqapWal6dY0pYsHqV+g0lB7JCsxJCZZ63TpGtHRe0Kg8Srj6FN8qRETdSGL+8N0E2RJyqsGymrc2rmBP6HR0hF+BsP9Wqh2+yQjByckbS39bl4aGbTE+5alSbKhTqRwFUb0yDzg1SvXRn+jjMet+uOGYMT9pvfdNs2vuuiFn+UAcoOryld9xHk/vOk4+xmWpiJ2WfW07Sh3huXuMDtOmc45MUiBsV1SI6UU2WmYf4GQRncE8vAWL3EC5bBSwHXmLWI0gux/1gn7G/M6S1+krzTcU5v+LxR1j7C3pRczoHwuXHlhsf+LmlOD6d196QUPCDCpFLS4Tcwa80cjJSOasF1PZQiYO7D0UENsVxFaLReTMETYmDwLRI0VDP0Zf9e2SXVVJZ4qf872n18HhgjNtBAW14xq9Xz8zRn1rvL2lEo5DFFWsacj4MqpY+ZkSHVpeUyB2kd/E6BNIbYTFoFFEsxdXWkPTfP2PPsVIyPvCGvKbLV3/AkQTQqhbGzHH7RnCLyh/h3CYww0xOpAOvSfPsJLMDPZpo9qLAMvdaNWDoKXhoWpFEsoGMy2HS0UF27aSTCrbNE5F8atBliwAnq1f7e6XbW9o2Hew0ME3vVbflCO9WIeFrdRXAdgs5aEirxhi1cThbc8tS8fwTz5cZNJGL95SaojshZnzYsZSSxnYrSDGr4H1TJ43pHv6VfIDexmEs84Q+UNY2ub0rj9YJud7loN5kctap+ZnSvEkM9lWFFDKPip6dYdpujrQcQXnLZkOAZFHrFkaF2we955jgFa9YTnkRuGdb/19q1x/+C6VoPkO8N04fGEiM+9VfhBqIchcn/w0K413W5qGpP+nKV3Frjmct8XRLdx26B9MaArzZTuWIF4HpiC3MnMY9OFrmHsklu3VQeLwIqIlYjkzbt2q3DcnSL51U78TvHaTiXqExAqt7bpturFpX0HHVmj8W54a59YoGT1luOpm30WE09xK1I301864fVYcMgd3Pjnv8S0GiMFg/HSmwH8Oo41bhpGetvPv+QB4yrkvSeChc0w8aoOgha7exfMJh7Ts4lUb8/tvWV03gxonpkQVBXpNzCGlVcuTpX+LFy9LSdAbVHAx/ibyv3L/CApOuBrzadZTgZjBmGlrdaakq7950PhdchSNAMM8WBAQMe9bjwnTLeW7BwWdy+FpCQtGBHs8BYA19K7yzxVILovLBaMX8MD8MhPenpTR0tdiPt07fb+Z/a4dbhuANbsRY+TCZOLELRU3MWfL5XPfEZJ5gUomMVQWoBjD2vw8KDNdMRBuo5wKSlngADbJYmokrXjMPhgn3IdHYb7zl5X5Xicy/rYy9tSSaCyp6P1Uun+aqwGqcVvhP3oNApNv2LiHpJZxo1vaoGfFp3/hfAQXEzi9S1ehtkUF1kCO++0PWd8FZkT9sfXJsnDBM8mWP4UNLZLZnX0V6o4Yh2v4/2fJX2uVi47bdpUil8XRb7pTIT2bdHvQOzhrNyjG8dP6VAJwdL7iFJL3lPrSFo/JV+cwYBluEo0OekwTPaO61b5XjBW+x5b19uWsoKYDBGrxi2N0fToKtac5Imn7aVLMEXbH+xuT+lawTBcqHMaOSzhw3P0SfUTpGgdYBEHtwlAGo3q6Bz2v9kS9OK1GCOnEfBKCo/gXYttQUcwYo67iJRMn6ApMDz1iaGrkXoE9sfhqYk8l54kAS+4BxlDAFv2xBLWXhhNXGuiFIuIWEKR11tKcXC1Mgtal4eVjWYYrX38hAkJRDqauSbpYM3p9p7tCafv3igheWlax7YZ7Npk47tI3twnPOuCipcLApfM04wDT+ckp5gYQ++q4F+mDTgxae/yVpy8nHS2wyYbzBHG/yKC+tjtIrBOlsOEQ7+xh95XbCF863gZCVtUnplm9EfLe3iBBZoF8owWImsP50RxWbGwduNeHOHbbVEvUUq4FZP8KMhR26b5dxl5UQF4uItj8vQAIutcWel5IFkWbsfTziPIF76y2zp4dLxVFTa+jJsaO/F61qWV1rX/S9U9hui3kCEsnkGe8RLJ1nELkrlCLp5pUlgeQWMDgwcE1CLuX8WPgSrkRp9YYnhqFvAbG/MsJki2/5MfVDV5DFyDJ6wVZkEXlRJ4a0HjZwJXd21czFu1kkw2krH3q61OnQf4jCHuWnIO3NPn/RkvnTWeLueqzIRtWIzr+Cm+aWkzMjXzwq2TiwnMevtV1Jct3F2PONgwZH1Ft0JfqE30OT7354fjrDFnQOGuvSA02gj7ZsuKkfiGHrLospO+AOvqIEeF2EbrHwPWXTEog0Hp+c9M1VpNxGwO+v/vr5g1+ilecMF2g4XG6Ch0RtEP+6cldu036MOCQfe+ZtewlKuiYQnmxQWfngUY4Jirsivhh+JyCToryU4WoAiP3R3rHyMhj/veTlUUyt4SDV0D+mi0twNiLFgV/UQCIoWspxHhIsPlX8JK4+8RNS1KdR0qYLi4RVnfLhC45alBllSXQM8jY/hK4yx6goFnwnvC+y7jmhSIvQr2102tkKjxXzzZVCfWI9hUM6jbx+dSptUDXSTkfPgFm30Z5jMRtPfbZNSIwA+QsAppnIfBG/K3893ojI7fkwrCfmKTLneRqLCetHuPKcgXbEVhd5ZCKUiA9wOPB2afPeNmu4TSTelbllsUeK91TYFYLExH3DSUWLAcICNLI60x2jmnb8/Y2vXU0/rP0myeEEqtolHK/ETZfUWrisRmqEuMCc0vJjexXNZq+uKPgg/EcTKKl++ZBQOjIjL4oxXpiCnejU5z1aevfXudH5SpLBAEeGlMnLHSzHJwq9uCiPRzw0Az/ZleUH+Dcj4xwIhuYXflQ9VRgeNEejfPjaQTPwT7j5Rx7ZvXFh777chLRfGazWSMYGRXFlLatVfHypC58Z4w48IRvwDpEXAcpaxWQCk13JHKWyQGK2KLDBPpMuhFTPTjbMpozYQ6PVuZuLZGDDPh8lF8mwk7DE4GDV3mnQNY2s4ckKMrjSJixML12z1zqo55LuIBtW3XCQVV9bYoJxU1Hq9KfJfGYVC56ZQJigFxCeCYMtlK27WmnI+WGVGqvQz+oOyBP8qEr3vnJwZTl42WO46qQOSYL7froxzQsSAN1jV8C0IZz3yyYcVkzPFHZFg6XrFaGH7kM7jEFex7+eqx3RK6vRm2+AcJQrvD71MFsajOvHWAkFj+OsEKygFtISABN4LlId8xqlBUJvoBqDqIRW9BiO0iU2ZGQ2cn9DMlE/OYB2B9Yp8PEonXa3c7ieCgk5M0MOOA17BsW8ZHAJi8M/n1WXR+mvbIUz1CjlMh3uhuCrUF4nzZUZ4nqryFe850Al8XA081koSsWWKr2yQi4HtgDdKQXUnW++k1+tabk03IjAqj/T9tFt1URCBeD2TAomOVloed+tkfyppbPn1+MdAK0u+/YEgshBHmUJHSnp1ha32nsfjm+gm4UVN3ZMcuDY52jrz2oCj+6hnCYdI9ziiTe4Gb8Vs59UWlMGs+dBdXBvMxMnjGLtA4/YK3MZfAnG2XkGpoXIQuvwRX8dcXCsFumrb/5sa6fP0gCVNHJ1c/YWszoC5Jo/q8Gi7p59NopNWB+EiFh2amPLOPxxBN42taziSMlf5Krm0Y/weYZ4lD3dHixGL9SkXC2zwUwBd5OpSyv7NhiMxV4ae1+N5FamnxacXMGSqzLIBI+Z/+ZY3rHcCdBHPf+c5DwDQY3aTh+UbGczKehWn+8d9sx8x1ZfjWRUE3zgoxLrkiSI3PpvnTaVEiws/8QncNZsBgSGzaSpOq9QyfKNDOUpYY3zto+4Se6UboU5x3/W74UA1K3vGRYEvmf7OYH7j6Sq20CxlhFU9lBPZlUNP547W7wySQ+oFBJWbKz1HUxhWl1TTCdodcQ8YfoJ8daUol12H0XtcPorRVxLM2q5ZY/c9BTL8ScJggMd9HcsYrbVDSfV8u90SDIC4xhUX7i7md8eEQQMqVjVSJAhwqu16irtH6A+XVY3+w8bnSCa8OyJBT6lB0WvZBPvBDE7EolglSAn+00PPqLF+0El3Xh2nW75VHdbSveeZTBH0VXIRBxnqUy7E5n8GnPfvHElm+2Bz7zTni5GK6aFJus/gUHlUomwuOg1c+5HHP5Iq0exMP3jp0Bh3kyBW4yJWAMkFVVZTRAQZs4ZCIkmg890xHJQXv6GKmjEoncE4+ntRipqfgQm/nxxY48o49YN0I7PLC6YQVh1zAKg8ff/S9QgK0ejOf5T7luoAxbSayefGCDYBN0SxFcNYEg38w9+uZLzrCYTwlAEAKi+MD+fyn5/rHyG3IT8l9MvqHJLNxjmfJ5qcsP370twbnxfvfoiQLzSAbCSdqxYxHNmvNT1tpSyskyPGwo/UzJ1DbL+bA8FzLV/LedF3gopHabm4/h55bcYT8PNACV8WK1WeJ7fcqDL/HY5T8YSNdVyk2luEumB3mE1+DGfkVW6MDYNC4UvVOnQYPobw1F4612sjsK6bDeOQsh1XIiYpfU9z7kilTWLZgv+lib4TZr56E03iiuxEYW3YWe7dO219NinbgIslu1QYLXtDFlPsZwGHH3pWzd2DyQro6M3BeHT6e8pWFHIOcpRsvKMR8923raQr5ay1JZHj7zE3meXMfXM24UkgJDLZGHraBX7Wh04s6rEd84vpAU68BBHVNvudL0o9r5m3yQX8EofCwci9fDDZ/eE1ItA1E7lTjp8pEKdiG9KI84K++nGbwzPOnWrUfMsAhyXss++eX0CNVavvxeEPQH3xDAD68uU9Zzf+lBTcIYGkCdS2RPN+Bz5eAfW2MidNM/mWewmRyMk7PmlaPuulz/05wRHIbWTizlLdcyW5JaBof4mg2Ux8n/FBRHxbrrtARekeeUPDiR880bV1ynfG7rnh3oSBMrp1L0A9hc+MHsTUKuMr6IoboFx2MJYwY8mI924DlbP6otidzmLpxUMs=