The Drivers of Greatness —DeWese

A lack of coaching is the biggest obstacle for print salespeople. Our industry has very few talented sales managers, owners or outside consultants who can coach. Much of what I learned actually came from customers, who can be great coaches. Various times, as immodest a lout as I am, I would ask a client, “How can I be a better salesperson to help you?” Or, I would query, “Can you give me any advice for becoming a better salesperson so that I can help you more?” Most human beings find the word “help” irresistible, so they will tell you and, thus, become your coach.