Anyone who knows me knows that I’m a great fan of process and a great fan of results. Selling has always fascinated me because there’s no discipline where the focus on process and the focus on results are more in conflict. Recently I was coaching a salesperson and we were debriefing a successful outcome. The rep was expecting that I was going to be patting him on his back; and while I certainly congratulated him on the sale, the focus was on several things he did that were not aligned with the...
