When stepping on tails repeatedly triggers unforeseen repercussions Press enter or click to view image in full size You will be surprised what 1 coffee chat can reveal. Photo by Vitaly Gariev on Unsplash I have been on both sides of the aisle. I know why my consulting colleagues are pissed. Salespeople live for the chase. When the signature is inked on the dotted line… these contract hunters disappear. And I can also understand why my sales peers disappear after the purchase order is received. Sales is stressful work. We are constantly reminded of our revenue targets by our CEO and CRO [Chief Revenue Officer] . We don’t have time to hang around and say hi to the client during kick-off sessions. We are already working on our deal by then. We must. We have quarterly checkpoints. And that is why… we demotivate our consultants. Enter Sarah Sarah is our top consultant. She singlehandedly manages 67% of our diamond client accounts.…