The environment I operated in when I was an individual contributor sales person, was very much a perfection focused environment - every conversation was geared around the sales target and performance to date against the sales target. Very macro type conversations, and often the leaders were absent, only being visible when the conversation on year to date performance needed to be had. The modern sales leader must be different, and thankfully, this is starting to change - where the sales leader is now focusing more of their attention on progress, rather than perfection.

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