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Most salespeople do not see beyond the invoice they have produced! When coaching sales teams we often hear:

“I just closed $20,000 worth of sales this month but my salary still remains unchanged.”

Companies go bankrupt because of a lack of cash to meet ­critical ­obligations, not because of a lack of profits. You can run the most ­profitable firm in the market and still go out of business because you ­cannot pay salaries or rent! You have invoiced enough revenues to probably buy a brand new house, but your client will only pay you a few months from today.

In traditional environments where commission schemes are based on ­revenues, salespeople have only goal: “Selling at all costs”. When salespeople are “desperate”, they find a number of unprofessional ways to close the sale.