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Coaching salespeople is challenging.  When they aren’t responsive to coaching it’s not only more difficult, it is downright frustrating. When you’re attempting to coach unresponsive salespeople to use the phone to directly talk with a decision maker, there isn’t much upside.  Whether you’ve made this coaching attempt one time or one hundred times, the outcome will be the same, so the question we should be asking is, should this salesperson still be working for you?