In my second job after college, I worked as a salesperson for a small professional services company. One day, our best salesperson (not me, unfortunately) told us he was leaving. I didn’t understand it – Brad was killing it, and under our commission-heavy comp plan, he was making stratospheric money. When I asked him why, […]
Monthly Archives: September 2018
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Sep
Coaches, here’s the number one reason it pays to employ a consultative coaching method: Coaching is modeling. What do I mean by this? Coaching = Modeling When you Engage reps and start with their needs, you’re modeling the consultative sequence you want reps to follow – start with the Real Needs, not your assumptions. When […]