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Question 6: What are the Most Time-Effective Ways to Assess Your Producers?

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When Sales Goals are Counterproductive

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Portability of the Estate & Gift Tax Exclusion Amount is NOT Automatic

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Imperative 5: Benchmark Each Individual Sales Professional

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Question 5: What is Required to Effectively Coach Sales Professionals?

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I Wouldn’t Do This to an Enemy, Much Less a Friend

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Imperative 4: Know and Apply the 4 Simple Segments of the Sales Pipeline

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Question 4: What Factors Make Sales Pipeline Analysis of Little Value and What Changes Would You Suggest?

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The James Brown Estate – An Estate Planning Disaster

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Imperative 3: Adopt an Evaluation Protocol That Benefits Both Manager and Producers

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Question 3: What Do Sales Professionals Manage Best?

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Imperative 2: Understanding and Mastering the 3 Essential Sales Capabilities

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