In one of my first sales jobs, the company wisely knew the importance of sales training and coaching. One such development programme the company set up was a ‘Sales Buddy’ system. For one day per quarter, the younger, greener sales reps would be accompanied in the field by an older more experienced sales professional. I can still remember my ‘sales buddy’ and our trips out. I also still remember and practise much of his sage advice. In particular, I remember him telling me the epitaph ‘be happy but not content.’

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