9 The Sales Interview:Differentiating Among TopProducers, Rebel Producers, andThose Who Struggle to theMinimums

NO DOUBT ABOUT IT: The sales interview is one of the most challenging evaluations you’ll encounter, with a hefty impact on your organization’s bottom line. That’s because top producers often march to their own drummers. Some focus on the quantity of transactions, while others build relationships over the long haul. Some consistently produce in the stratosphere, while others merely earn enough to get by. Some have more of a nine-to-five mind-set than an entrepreneurial mentality and consequently rarely perform with distinction. Still others unfortunately define success not in terms of their accomplishments, but by their peers’ failures. ...

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