CHAPTER FOURTEENGetting Started with the Process

I received a phone call from one of my clients, a VP Sales. He was troubled by a phone call he’d received from a prospective customer. The prospective customer had called him and asked that a particular salesperson not be allowed to call on the firm again—he was too pushy and unprofessional. The VP wanted me to spend some one-on-one time with this sales rep. He asked me to assess the salesperson’s skills and help him to determine if he had made a hiring error.

When I met the salesperson, it didn’t take long to find out that he wasn’t pleased with his boss’s decision to send him to me for help. He felt that spending time with me was a waste of good selling time and that he would be better served ...

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