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Don't expect new salesperson to conjure up instant business

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I've seen this time and time again in the industry. A company comes to me and says it wants to hire an experienced salesperson, someone who can bring a “book of business” and “hit the ground running and bring in instant business.” Often when I hear this, I feel like I should hang up and hit the ground running (away from this company) because this is just not realistic for the most part.

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