As a sales leader in your organization, one of the most critical functions you perform is to help young producers learn and refine their sales skills. And, yes, selling is a skill, not a personality trait.  Sure, there is a lot to be said for how personality influences a person’s ability to sell, but personality alone is just a start. It’s like most other things — you may be born with the potential, but to realize that potential takes a lot of hard work and practice.  So, as that sales leader, it’s critical for you to understand how to help your team realize their potential and become the most effective salesperson their potential allows.

There are four critical steps:

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