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The Sales Leader's Problem Solver by Suzanne M. Paling

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Chapter 13The Mediocre Rep

Five years. That’s how long she’s sat in his office talking about the latest novel her book group selected and asking for advice on sales matters.

For director of sales Jeremy, these chats with salesperson Anne, a very pleasant person, have become increasingly annoying. During the first few years, he thought he could motivate her to excel. Despite all his coaching and guidance, though, she continues to struggle with overcoming objections and reading buying signs from decision-makers.

In eight years with the company, she has always hit her annual sales goal, but only by 1 or 2 percent. When other reps struggle with bad months or quarters, she stays consistent. Customers never complain about her. When Jeremy hires new ...

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