14_CRD 
Manager_NN1 Priorities_NN2 
When_CJS I_PNP was_VBD first_ORD promoted_VVN to_TO0 manage_VVI a_AT0 team_NN1 of_PRF sales_NN0 reps_NN2 from_PRP Santa_NP0 Barbara_NP0 to_PRP San_NP0 Diego_NP0 ,_PUN I_PNP had_VHD no_AT0 idea_NN1 what_DTQ I_PNP was_VBD supposed_AJ0 to_TO0 do_VDI ._SENT 
I_PNP knew_VVD three_CRD things_NN2 at_PRP the_AT0 time_NN1 :_PUN 
My_DPS compensation_NN1 plan_NN1 told_VVD me_PNP that_CJT I_PNP maximize_VVB my_DPS earnings_NN2 by_PRP helping_VVG my_DPS sales_NN0 reps_NN2 sell_VVB ._SENT The_AT0 more_AV0 they_PNP sold_VVD ,_PUN the_AT0 more_AV0 I_PNP 'd_VM0 get_VVI paid_VVN ._SENT Simple_AJ0 ._SENT 
As_CJS a_AT0 new_AJ0 manager_NN1 ,_PUN I_PNP did_VDD n't_XX0 understand_VVI what_DTQ was_VBD important_AJ0 internally_AV0 ._SENT 
That_CJT I_PNP did_VDD n't_XX0 want_VVI to_TO0 be_VBI like_PRP the_AT0 other_AJ0 managers_NN2 ,_PUN who_PNQ were_VBD always_AV0 in_PRP their_DPS cubicles_NN2 ._SENT How_AVQ could_VM0 they_PNP be_VBI so_AV0 busy_AJ0 in_PRP a_AT0 cubicle_NN1 when_CJS their_DPS comp_NN1 plan_NN1 was_VBD the_AT0 same_DT0 as_PRP mine_PNP ?_SENT 
When_CJS I_PNP arrived_VVD on_PRP my_DPS first_ORD day_NN1 ,_PUN I_PNP chose_VVD the_AT0 cubicle_NN1 left_VVD vacant_AJ0 by_PRP the_AT0 previous_AJ0 underperforming_AJ0 sales_NN0 manager_NN1 ,_PUN who_PNQ had_VHD left_VVN the_AT0 company_NN1 ._SENT 
At_PRP that_DT0 time_NN1 ,_PUN laptops_NN2 were_VBD a_AT0 thing_NN1 but_CJC not_XX0 the_AT0 Internet_NN1 ._SENT The_AT0 vast_AJ0 amount_NN1 of_PRF paper_NN1 in_PRP my_DPS cubicle_NN1 quickly_AV0 overwhelmed_VVN me_PNP ._SENT Loose-leaf_AJ0 binders_NN2 filled_VVD three_CRD bookshelves_NN2 ,_PUN and_CJC paper_NN1 files_NN2 stuffed_VVD three_CRD large_AJ0 file_NN1 cabinets_NN2 ._SENT More_DT0 paper_NN1 overflowed_VVD from_PRP the_AT0 inbox_NN1 on_PRP my_DPS desk_NN1 ._SENT 
Frustrated_AJ0 ,_PUN I_PNP went_VVD downstairs_AV0 to_TO0 see_VVI John_NP0 ,_PUN who_PNQ was_VBD the_AT0 head_NN1 of_PRF the_AT0 Shipping_NN1 and_CJC Receiving_VVG Department_NN1 ._SENT He_PNP and_CJC some_DT0 other_AJ0 friends_NN2 ,_PUN who_PNQ I_PNP played_VVD softball_NN1 with_PRP during_PRP weeknights_NN2 ,_PUN worked_VVD down_AVP there_AV0 ._SENT 
"_PUQ Hey_ITJ ,_PUN John_NP0 ,_PUN "_PUQ I_PNP said_VVD ._SENT "_PUQ Grab_VVB a_AT0 few_DT0 guys_NN2 ,_PUN some_DT0 hand_NN1 trucks_NN2 ,_PUN and_CJC empty_AJ0 boxes_NN2 ,_PUN and_CJC follow_VVB me_PNP upstairs_AV0 to_PRP my_DPS office_NN1 ._SENT "_PUQ 
So_AV0 ,_PUN he_PNP did_VDD ._SENT 
We_PNP stood_VVD at_PRP my_DPS cubicle_NN1 for_PRP a_AT0 few_DT0 minutes_NN2 ._SENT Then_AV0 I_PNP said_VVD ,_PUN "_PUQ Can_VM0 you_PNP help_VVI me_PNP box_VVI all_DT0 the_AT0 files_NN2 and_CJC every_AT0 item_NN1 in_PRP the_AT0 bookshelves_NN2 and_CJC then_AV0 throw_VVB them_PNP into_PRP the_AT0 dumpster_NN1 outside_AV0 ?_SENT "_PUQ 
Disbelieving_AJ0 ,_PUN John_NP0 looked_VVD at_PRP me_PNP and_CJC said_VVD ,_PUN "_PUQ What_DTQ ?_SENT You_PNP want_VVB us_PNP to_TO0 throw_VVI everything_PNI in_PRP the_AT0 dumpster_NN1 ?_SENT "_PUQ 
"_PUQ Yes_ITJ ._SENT "_PUQ 
"_PUQ Uh_ITJ ._SENT ._SENT ._SENT OK_AV0 ._SENT Boys_NN2 ,_PUN let_VVB 's_POS get_VVB it_PNP done_VDN ._SENT "_PUQ 
Within_PRP minutes_NN2 ,_PUN John_NP0 and_CJC his_DPS team_NN1 had_VHD cleared_VVN my_DPS bookshelves_NN2 and_CJC file_NN1 cabinets_NN2 ._SENT 
Felt_VVD great_AJ0 ._SENT 
After_PRP tidying_VVG everything_PNI up_AVP ,_PUN I_PNP positioned_VVD the_AT0 mail_NN1 inbox_NN1 on_PRP the_AT0 far-left_NN1 side_NN1 of_PRF my_DPS desk_NN1 and_CJC placed_VVD the_AT0 trashcan_NN1 just_AV0 below_PRP it_PNP ._SENT Every_AT0 day_NN1 ,_PUN I_PNP went_VVD on_PRP sales_NN0 calls_NN2 with_PRP my_DPS team_NN1 ._SENT At_PRP night_NN1 ,_PUN when_CJS we_PNP returned_VVD to_PRP the_AT0 office_NN1 ,_PUN I_PNP would_VM0 take_VVI all_DT0 the_AT0 papers_NN2 in_PRP my_DPS inbox_NN1 and_CJC throw_VVB them_PNP into_PRP the_AT0 trash_NN1 bin_NN1 ._SENT 
After_PRP a_AT0 few_DT0 weeks_NN2 ,_PUN a_AT0 couple_NN1 of_PRF people_NN0 would_VM0 ask_VVI if_CJS they_PNP could_VM0 speak_VVI with_PRP me_PNP ._SENT 
"_PUQ I_PNP sent_VVD you_PNP paperwork_NN1 with_PRP a_AT0 request_NN1 several_DT0 times_NN2 ,_PUN but_CJC I_PNP have_VHB n't_XX0 heard_VVN back_AVP ._SENT "_PUQ 
So_AV0 ,_PUN I_PNP 'd_VM0 ask_VVI them_PNP a_AT0 few_DT0 questions_NN2 :_PUN 
Why_AVQ is_VBZ it_PNP important_AJ0 ?_SENT 
Is_VBZ it_PNP urgent_AJ0 ?_SENT 
Who_PNQ says_VVZ that_CJT it_PNP is_VBZ important_AJ0 ?_SENT 
Why_AVQ do_VDB I_PNP need_VVI to_TO0 do_VDI it_PNP now_AV0 ?_SENT 
Will_VM0 it_PNP help_VVI my_DPS sales_NN0 team_NN1 sell_VVB more_AV0 ?_SENT 
The_AT0 majority_NN1 of_PRF the_AT0 time_NN1 ,_PUN it_PNP was_VBD n't_XX0 that_DT0 important_AJ0 ,_PUN nor_CJC was_VBD it_PNP urgent_AJ0 ,_PUN and_CJC it_PNP would_VM0 n't_XX0 help_VVI my_DPS team_NN1 ._SENT It_PNP was_VBD driven_VVN by_PRP a_AT0 low_AJ0 level_NN1 person_NN1 trying_VVG to_TO0 look_VVI busy_AJ0 ._SENT 
Through_PRP this_DT0 process_NN1 ,_PUN I_PNP discovered_VVD what_DTQ was_VBD truly_AV0 important_AJ0 ._SENT And_CJC that_DT0 most_DT0 things_NN2 were_VBD unimportant_AJ0 because_CJS many_DT0 people_NN0 ask_VVB you_PNP to_TO0 do_VDI things_NN2 for_PRP their_DPS reasons_NN2 ._SENT They_PNP wanted_VVD to_TO0 look_VVI busy_AJ0 ._SENT "_PUQ Take_VVB this_DT0 survey_NN1 ,_PUN "_PUQ "_PUQ respond_VVB to_PRP this_DT0 email_NN1 ,_PUN "_PUQ 
"_PUQ read_VVB this_DT0 report_NN1 ,_PUN "_PUQ "_PUQ please_AV0 show_VVB up_AVP for_PRP this_DT0 meeting_NN1 ._SENT "_PUQ It_PNP all_AV0 told_VVD their_DPS boss_NN1 they_PNP were_VBD doing_VDG something_PNI meaningful_AJ0 ._SENT 
Bureaucrats_NN2 ._SENT 
So_AV0 many_DT0 sales_NN0 leaders_NN2 in_PRP my_DPS company_NN1 at_PRP the_AT0 time_NN1 took_VVD the_AT0 bait_NN1 ._SENT They_PNP let_VVB other_AJ0 people_NN0 's_POS priorities_NN2 become_VVB their_DPS priorities_NN2 ._SENT Most_DT0 of_PRF the_AT0 compensation_NN1 plans_VVZ for_PRP sales_NN0 leaders_NN2 are_VBB simple_AJ0 and_CJC very_AV0 clear_AJ0 :_PUN 
Your_DPS reps_NN2 sell_VVB ;_PUN you_PNP get_VVB paid_VVN ._SENT 
Compensation_NN1 plans_NN2 are_VBB meant_VVN to_TO0 drive_VVI a_AT0 certain_AJ0 behavior_NN1 ._SENT The_AT0 comp_NN1 plan_NN1 should_VM0 drive_VVI sales_NN0 managers_NN2 to_TO0 do_VDI what_DTQ is_VBZ fundamentally_AV0 necessary_AJ0 to_TO0 help_VVI their_DPS people_NN0 maximize_VVI sales_NN0 ._SENT 
I_PNP quickly_AV0 realized_VVD that_CJT I_PNP was_VBD paid_VVN to_TO0 recruit_VVI ,_PUN train_NN1 ,_PUN and_CJC develop_VVB my_DPS people_NN0 to_TO0 maximize_VVI sales_NN0 and_CJC so_AV0 they_PNP could_VM0 eventually_AV0 take_VVI my_DPS place_NN1 when_CJS I_PNP get_VVB promoted_VVN ._SENT 
Responding_VVG to_PRP a_AT0 multitude_NN1 of_PRF meaningless_AJ0 phone_NN1 conversations_NN2 ,_PUN bureaucratic_AJ0 conference_NN1 calls_NN2 ,_PUN and_CJC internal_AJ0 meetings_NN2 with_PRP no_AT0 specific_AJ0 prerequisites_NN2 ,_PUN written_AJ0 agenda_NN1 ,_PUN or_CJC defined_AJ0 outcomes_NN2 wasted_VVD my_DPS time_NN1 ._SENT 
So_AV0 ,_PUN I_PNP stopped_VVD ._SENT 
When_CJS I_PNP focused_VVD on_PRP recruiting_VVG grade_NN1 A_ZZ0 players_NN2 ,_PUN developing_VVG their_DPS knowledge_NN1 and_CJC skills_NN2 during_PRP sales_NN0 calls_NN2 ,_PUN and_CJC leading_VVG them_PNP ,_PUN we_PNP all_DT0 became_VVD better_AV0 at_PRP selling_VVG as_PRP a_AT0 team_NN1 ._SENT When_CJS I_PNP taught_VVD my_DPS team_NN1 to_TO0 master_VVI the_AT0 fundamentals_NN2 of_PRF the_AT0 game_NN1 ,_PUN they_PNP performed_VVD better_AV0 ._SENT They_PNP learned_VVD new_AJ0 competencies_NN2 ._SENT We_PNP sold_VVD more_AV0 ._SENT They_PNP made_VVD more_DT0 money_NN1 ._SENT We_PNP all_AV0 grew_VVD and_CJC made_VVD more_DT0 money_NN1 ._SENT 
Forego_VVB needed_VVN to_TO0 focus_VVI on_AVP what_DTQ was_VBD important_AJ0 ._SENT 
The_AT0 fundamentals_NN2 ._SENT 
The_AT0 basics_NN2 ._SENT 
15_CRD 
Explaining_VVG the_AT0 Basics_NN2 
That_DT0 night_NN1 ,_PUN after_PRP meeting_NN1 with_PRP Jim_NP0 and_CJC Andy_NP0 ,_PUN I_PNP stayed_VVD at_PRP the_AT0 Citizen_NN1 M_ZZ0 hotel_NN1 at_PRP 50th_ORD and_CJC Broadway_NP0 ,_PUN one_CRD of_PRF the_AT0 newer_AJC ,_PUN boutique_NN1 ,_PUN (_PUL read_VVB :_PUN minimalist_AJ0 )_PUR hotels_NN2 in_PRP the_AT0 city_NN1 ._SENT The_AT0 day_NN1 had_VHD been_VBN informative_AJ0 ,_PUN and_CJC I_PNP felt_VVD ready_AJ0 for_PRP tomorrow_AV0 ._SENT 
After_PRP a_AT0 run_NN1 in_PRP Central_AJ0 Park_NN1 the_AT0 next_ORD morning_NN1 ,_PUN I_PNP showered_VVD ,_PUN grabbed_VVD a_AT0 Starbucks_NP0 ,_PUN and_CJC took_VVD the_AT0 elevator_NN1 to_PRP the_AT0 meeting_NN1 room_NN1 with_PRP all_DT0 the_AT0 first-line_AJ0 managers_NN2 ._SENT 
This_DT0 time_NN1 ,_PUN I_PNP could_VM0 feel_VVI something_PNI in_PRP the_AT0 air_NN1 when_CJS I_PNP walked_VVD inside_AV0 and_CJC spoke_VVD briefly_AV0 with_PRP a_AT0 few_DT0 of_PRF them_PNP ._SENT Anticipation_NN1 ._SENT Uncertainty_NN1 ._SENT Whatever_DTQ it_PNP was_VBD ,_PUN a_AT0 sea_NN1 full_AJ0 of_PRF eyes_NN2 looked_VVD at_PRP me_PNP ._SENT Andy_NP0 and_CJC Jim_NP0 were_VBD amongst_PRP them_PNP —_PUN sitting_VVG apart_AV0 from_PRP each_DT0 other_NN1 ._SENT 
After_PRP reintroducing_VVG myself_PNX to_PRP the_AT0 group_NN1 ,_PUN I_PNP explained_VVD that_CJT I_PNP was_VBD here_AV0 to_TO0 positively_AV0 change_VVI their_DPS life_NN1 as_PRP sales_NN0 managers_NN2 ._SENT 
"_PUQ Raj_NP0 asked_VVD me_PNP to_TO0 help_VVI advise_VVI you_PNP on_PRP leading_VVG and_CJC managing_VVG your_DPS teams_NN2 ,_PUN defining_VVG a_AT0 sales_NN0 process_NN1 ,_PUN qualifying_AJ0 deals_NN2 and_CJC forecasting_VVG accurately_AV0 ._SENT Before_CJS you_PNP can_VM0 lead_VVI a_AT0 team_NN1 to_TO0 become_VVI proficient_AJ0 with_PRP the_AT0 basic_AJ0 knowledge_NN1 of_PRF how_AVQ to_TO0 play_VVI the_AT0 game_NN1 
—_PUN or_CJC coach_VVB someone_PNI on_PRP the_AT0 basic_AJ0 skills_NN2 to_TO0 play_VVI the_AT0 game_NN1 —_PUN you_PNP need_VVB to_TO0 simplify_VVI things_NN2 into_PRP the_AT0 basics_NN2 of_PRF the_AT0 game_NN1 ._SENT 
"_PUQ A_AT0 good_AJ0 friend_NN1 of_PRF mine_NN1 ,_PUN Cedric_NP0 ,_PUN told_VVD me_PNP a_AT0 story_NN1 that_CJT emphasizes_VVZ why_AVQ the_AT0 basics_NN2 are_VBB so_AV0 important_AJ0 to_TO0 master_VVI in_PRP any_DT0 game_NN1 ._SENT So_AV0 ,_PUN I_PNP 'm_VBB going_VVG to_TO0 start_VVI with_PRP a_AT0 tale_NN1 ._SENT "_PUQ 
The_AT0 Fox_NP0 and_CJC the_AT0 Hedgehog_NN1 
There_EX0 is_VBZ a_AT0 fox_NN1 named_VVD Sly_AJ0 Smartass_NN1 ._SENT 
Sly_AJ0 is_VBZ a_AT0 very_AV0 capable_AJ0 creature_NN1 with_PRP a_AT0 host_NN1 of_PRF enviable_AJ0 assets_NN2 ._SENT He_PNP has_VHZ always_AV0 been_VBN a_AT0 sure_AJ0 winner_NN1 ._SENT Sleek_AJ0 ,_PUN cunning_AJ0 ,_PUN and_CJC agile_AJ0 ,_PUN he_PNP also_AV0 has_VHZ great_AJ0 eyesight_NN1 and_CJC can_VM0 run_VVI almost_AV0 forty_CRD miles_NN2 per_PRP hour_NN1 ._SENT 
On_PRP the_AT0 other_AJ0 hand_NN1 ,_PUN there_EX0 is_VBZ a_AT0 hedgehog_NN1 named_VVN Billy_NP0 Basics_NN2 ._SENT 
Billy_NP0 Basics_NN2 was_VBD born_VVN a_AT0 genetic_AJ0 mix-up_NN1 between_PRP a_AT0 porcupine_NN1 and_CJC an_AT0 armadillo_NN1 ._SENT 
This_DT0 left_VVD Billy_NP0 with_PRP poor_AJ0 eyesight_NN1 ,_PUN so_CJS he_PNP has_VHZ to_TO0 rely_VVI on_PRP hearing_NN1 and_CJC his_DPS keen_AJ0 sense_NN1 of_PRF smell_NN1 to_TO0 get_VVI around_AVP ._SENT 
He_PNP 's_VBZ so_AV0 slow_AJ0 that_CJT he_PNP ca_VM0 n't_XX0 even_AV0 run_VVI ._SENT 
Billy_NP0 Basics_NN2 waddles_VVZ ._SENT 
Sly_AJ0 Smartass_NN1 is_VBZ nocturnal_AJ0 and_CJC likes_VVZ to_TO0 hunt_VVI when_CJS the_AT0 sun_NN1 goes_VVZ down_AVP ._SENT He_PNP waits_VVZ in_PRP silence_NN1 and_CJC stays_VVZ out_AVP of_PRF sight_NN1 because_CJS he_PNP loves_VVZ subtlety_NN1 over_PRP brute_NN1 force_NN1 ._SENT Sly_AJ0 crouches_VVZ down_AVP to_TO0 camouflage_VVI himself_PNX ,_PUN then_AV0 leaps_VVZ out_AVP and_CJC lands_NN2 on_PRP top_NN1 of_PRF his_DPS prey_NN1 with_PRP a_AT0 scream_NN1 ._SENT "_PUQ Aha_ITJ ,_PUN I_PNP 've_VHB got_VVN you_PNP now_AV0 !_SENT "_PUQ 
Billy_NP0 Basics_NN2 is_VBZ also_AV0 nocturnal_AJ0 ._SENT He_PNP hides_VVZ in_PRP vacated_AJ0 burrows_NN2 ,_PUN under_PRP rocks_NN2 ,_PUN or_CJC in_PRP thick_AJ0 vegetation_NN1 ._SENT When_CJS Billy_NP0 Basics_NN2 thinks_VVZ he_PNP is_VBZ being_VBG attacked_VVN ,_PUN he_PNP rolls_VVZ into_PRP a_AT0 tight_AJ0 ball_NN1 in_PRP self-defense_NN1 ,_PUN causing_VVG all_DT0 of_PRF his_DPS 5_CRD ,_PUN 000_CRD spines_NN2 to_TO0 point_VVI out_AVP ._SENT Then_AV0 he_PNP lets_VVZ out_AVP a_AT0 loud_AJ0 snort_NN1 ,_PUN like_PRP a_AT0 large_AJ0 hog_NN1 ._SENT 
When_AVQ Sly_AJ0 tries_NN2 to_TO0 attack_VVI Billy_NP0 Basics_NN2 ,_PUN Billy_NP0 's_POS acute_AJ0 smell_NN1 and_CJC hearing_NN1 alerts_VVZ him_PNP to_PRP the_AT0 attack_NN1 ._SENT Into_PRP a_AT0 ball_NN1 of_PRF spikes_NN2 ,_PUN he_PNP goes_VVZ ._SENT When_CJS Sly_AJ0 sees_VVZ Billy_NP0 's_POS impenetrable_AJ0 defence_NN1 ,_PUN he_PNP calls_VVZ off_AVP his_DPS attack_NN1 ._SENT 
Every_AT0 day_NN1 ,_PUN the_AT0 same_DT0 battle_NN1 occurs_VVZ ._SENT 
With_PRP the_AT0 same_DT0 outcome_NN1 ._SENT 
Sly_AJ0 ,_PUN armed_AJ0 with_PRP cunning_AJ0 ,_PUN agile_AJ0 assets_NN2 ,_PUN creates_VVZ a_AT0 new_AJ0 change_NN1 in_PRP his_DPS strategy_NN1 to_TO0 attack_VVI Billy_NP0 Basics_NN2 ._SENT But_CJC Billy_NP0 ,_PUN sensing_VVG a_AT0 new_AJ0 attack_NN1 ,_PUN relies_VVZ on_PRP the_AT0 basics_NN2 ._SENT He_PNP uses_VVZ his_DPS guiding_AJ0 principles_NN2 —_PUN his_DPS fundamentals_NN2 ,_PUN which_DTQ are_VBB now_AV0 natural_AJ0 instincts_NN2 —_PUN to_TO0 fend_VVI off_AVP Sly_AJ0 Smartass_NN1 's_POS multiple-angle_AJ0 attacks_NN2 ._SENT 
Sly_AJ0 Smartass_NN1 sees_VVZ the_AT0 world_NN1 in_PRP all_DT0 of_PRF its_DPS complexity_NN1 ._SENT He_PNP pursues_VVZ many_DT0 methods_NN2 to_TO0 attack_VVI Billy_NP0 at_PRP the_AT0 same_DT0 time_NN1 ._SENT He_PNP always_AV0 believes_VVZ there_EX0 must_VM0 be_VBI a_AT0 new_AJ0 strategy_NN1 or_CJC a_AT0 new_AJ0 way_NN1 ._SENT He_PNP constantly_AV0 changes_VVZ his_DPS methods_NN2 and_CJC never_AV0 integrates_VVZ his_DPS thinking_NN1 into_PRP a_AT0 few_DT0 guiding_AJ0 principles_NN2 ._SENT 
Some_DT0 say_VVB that_CJT Billy_NP0 Basics_NN2 is_VBZ stupid_AJ0 ._SENT On_PRP deeper_AJC reflection_NN1 ,_PUN he_PNP 's_VBZ quite_AV0 clever_AJ0 ._SENT He_PNP understands_VVZ that_CJT the_AT0 essence_NN1 of_PRF profound_AJ0 insight_NN1 is_VBZ simplicity_NN1 ._SENT 
Billy_NP0 simplifies_VVZ his_DPS world_NN1 into_PRP a_AT0 few_DT0 basic_AJ0 principles_NN2 that_CJT guide_VVB his_DPS everyday_AJ0 plans_NN2 ._SENT No_AT0 matter_NN1 how_AVQ complex_AJ0 the_AT0 world_NN1 becomes_VVZ ,_PUN Billy_NP0 Basics_NN2 reduces_VVZ all_DT0 challenges_NN2 and_CJC dilemmas_NN2 into_PRP a_AT0 few_DT0 simple_AJ0 hedgehog_NN1 principles_NN2 ._SENT 
He_PNP has_VHZ mastered_VVN the_AT0 fundamentals_NN2 ._SENT The_AT0 basics_NN2 ._SENT 
Simplicity_NN1 becomes_VVZ a_AT0 limitless_AJ0 gift_NN1 presented_VVN to_PRP individuals_NN2 that_CJT master_VVB the_AT0 fundamentals_NN2 ._SENT 
At_PRP this_DT0 point_NN1 ,_PUN the_AT0 sales_NN0 leaders_NN2 murmured_VVD to_PRP each_DT0 other_NN1 ,_PUN clearly_AV0 catching_VVG on_AVP to_PRP the_AT0 main_AJ0 point_NN1 of_PRF the_AT0 story_NN1 ._SENT 
Each_DT0 of_PRF them_PNP had_VHD their_DPS own_DT0 sales_NN0 process_NN1 and_CJC own_DT0 way_NN1 to_TO0 analyze_VVI deals_NN2 ,_PUN none_PNI of_PRF which_DTQ ever_AV0 seemed_VVD to_TO0 work_VVI on_PRP a_AT0 consistent_AJ0 basis_NN1 ._SENT It_PNP seemed_VVD to_PRP me_PNP that_CJT they_PNP were_VBD ready_AJ0 to_TO0 start_VVI simplifying_VVG their_DPS lives_NN2 by_PRP learning_VVG the_AT0 basics_NN2 and_CJC mastering_VVG the_AT0 fundamentals_NN2 ,_PUN which_DTQ was_VBD right_AJ0 where_CJS I_PNP wanted_VVD them_PNP ._SENT 
Billy_NP0 Basics_NN2 would_VM0 become_VVI an_AT0 imaginary_AJ0 hero_NN1 at_PRP Forego_VVB ._SENT 
The_AT0 best_AJS place_NN1 to_TO0 start_VVI was_VBD with_PRP the_AT0 basic_AJ0 items_NN2 that_CJT the_AT0 management_NN1 team_NN1 ,_PUN as_CJS a_AT0 whole_NN1 ,_PUN lacked_VVD during_PRP the_AT0 QBR_NN1 ._SENT Those_DT0 foundational_AJ0 items_NN2 would_VM0 make_VVI them_PNP constructive_AJ0 qualifiers_NN2 ,_PUN potent_AJ0 forecasters_NN2 and_CJC more_DT0 effective_AJ0 leaders_NN2 ,_PUN immediately_AV0 ._SENT 
16_CRD 
The_AT0 Basics_NN2 
Basic_AJ0 #1_CRD :_PUN A_AT0 Common_AJ0 Vocabulary_NN1 
First_ORD thing_NN1 on_PRP the_AT0 agenda_NN1 was_VBD a_AT0 common_AJ0 vocabulary_NN1 ._SENT 
I_PNP 'm_VBB constantly_AV0 surprised_AJ0 to_TO0 learn_VVI that_CJT sales_NN0 teams_NN2 do_VDB n't_XX0 have_VHI a_AT0 common_AJ0 vocabulary_NN1 ._SENT The_AT0 leader_NN1 asks_VVZ questions_NN2 ,_PUN the_AT0 rep_NN1 answers_NN2 ,_PUN but_CJC they_PNP are_VBB n't_XX0 really_AV0 communicating_VVG ._SENT They_PNP believe_VVB they_PNP 're_VBB communicating_VVG ,_PUN but_CJC they_PNP 're_VBB not_XX0 understanding_VVG each_DT0 other_NN1 ,_PUN because_CJS they_PNP use_VVB different_AJ0 definitions_NN2 for_PRP the_AT0 same_DT0 words_NN2 ._SENT 
"_PUQ Your_DPS forecasting_NN1 session_NN1 revealed_VVD a_AT0 lack_NN1 of_PRF common_AJ0 vocabulary_NN1 ,_PUN "_PUQ I_PNP said_VVD to_PRP them_PNP ._SENT "_PUQ There_EX0 was_VBD an_AT0 obvious_AJ0 disparity_NN1 between_PRP what_DTQ the_AT0 reps_NN2 said_VVD and_CJC what_DTQ the_AT0 managers_NN2 asked_VVD ._SENT I_PNP was_VBD curious_AJ0 ,_PUN so_AV0 during_PRP a_AT0 few_DT0 coffee_NN1 breaks_VVZ at_PRP your_DPS QBR_NN1 ,_PUN I_PNP picked_VVD some_DT0 commonly_AV0 used_VVN terms_NN2 and_CJC asked_VVD different_AJ0 reps_NN2 and_CJC managers_NN2 to_TO0 explain_VVI their_DPS definitions_NN2 ._SENT 
"_PUQ For_PRP instance_NN1 ,_PUN when_CJS I_PNP asked_VVD ,_PUN '_PUQ What_DTQ is_VBZ a_AT0 Champion_NN1 ?_SENT '_PUQ I_PNP received_VVD four_CRD different_AJ0 definitions_NN2 ._SENT Who_PNQ is_VBZ the_AT0 '_PUQ Economic_AJ0 Buyer_NN1 ?_SENT '_PUQ Different_AJ0 answers_NN2 ._SENT '_PUQ What_DTQ 's_VBZ the_AT0 
difference_NN1 between_PRP a_AT0 Champion_NN1 and_CJC a_AT0 coach_NN1 ?_SENT '_PUQ '_PUQ What_DTQ is_VBZ a_AT0 technical_AJ0 buyer_NN1 ?_SENT '_PUQ Every_AT0 answer_NN1 came_VVD back_AVP different_AJ0 ._SENT "_PUQ 
A_AT0 few_DT0 of_PRF the_AT0 sales_NN0 managers_NN2 fidgeted_VVD ._SENT My_DPS eyes_NN2 skated_VVD over_AVP to_PRP Andy_NP0 ,_PUN who_PNQ frowned_VVD at_PRP the_AT0 floor_NN1 in_PRP front_NN1 of_PRF him_PNP ._SENT Even_AV0 Jim_NP0 seemed_VVD thoughtful_AJ0 ._SENT I_PNP could_VM0 imagine_VVI them_PNP running_VVG their_DPS own_DT0 terms_NN2 through_PRP their_DPS minds_NN2 ._SENT 
"_PUQ The_AT0 team_NN1 must_VM0 adopt_VVI a_AT0 common_AJ0 vocabulary_NN1 for_PRP all_DT0 your_DPS sales_NN0 terminology_NN1 ._SENT It_PNP 's_VBZ fundamental_AJ0 to_PRP effective_AJ0 communication_NN1 and_CJC it_PNP 's_VBZ the_AT0 basis_NN1 for_PRP accurate_AJ0 qualification_NN1 and_CJC rep_NN1 development_NN1 ._SENT "_PUQ ,_PUN I_PNP added_VVD ._SENT 
Perhaps_AV0 now_AV0 they_PNP could_VM0 see_VVI that_CJT it_PNP was_VBD impossible_AJ0 to_TO0 operate_VVI a_AT0 sales_NN0 force_NN1 ,_PUN describe_VVB an_AT0 account_NN1 scenario_NN1 ,_PUN qualify_VVB a_AT0 deal_NN1 ,_PUN or_CJC run_VVB a_AT0 forecast_NN1 session_NN1 when_CJS different_AJ0 people_NN0 had_VHD different_AJ0 definitions_NN2 of_PRF the_AT0 same_DT0 words_NN2 ._SENT 
Basic_AJ0 #2_NN1 :_PUN Listening_VVG 
"_PUQ Did_VDD you_PNP know_VVI that_CJT people_NN0 can_VM0 listen_VVI and_CJC comprehend_VVI 250_CRD words_NN2 per_PRP minute_NN1 ?_SENT "_PUQ I_PNP asked_VVD ._SENT 
A_AT0 few_DT0 heads_NN2 shook_VVD ,_PUN and_CJC low_AJ0 mumbles_NN2 followed_VVN ._SENT 
"_PUQ But_CJC most_DT0 people_NN0 speak_VVB at_PRP only_AV0 150_CRD words_NN2 per_PRP minute_NN1 ._SENT What_DTQ does_VDZ that_DT0 create_VVI ?_SENT 
Impatience_NN1 ._SENT 
Since_CJS we_PNP hear_VVB and_CJC comprehend_VVB faster_AJC than_CJS most_DT0 people_NN0 speak_VVB ,_PUN our_DPS minds_NN2 wander_VVB ._SENT 
We_PNP get_VVB impatient_AJ0 ._SENT 
"_PUQ You_PNP were_VBD guilty_AJ0 of_PRF impatience_NN1 ._SENT Do_VDB you_PNP know_VVI how_AVQ I_PNP know_VVB ?_SENT "_PUQ I_PNP asked_VVD ._SENT "_PUQ I_PNP observed_VVD you_PNP at_PRP the_AT0 QBR_NN1 ._SENT Your_DPS questions_NN2 and_CJC your_DPS advice_NN1 were_VBD ineffective_AJ0 ._SENT The_AT0 reps_NN2 were_VBD trying_VVG to_TO0 tell_VVI you_PNP about_PRP the_AT0 account_NN1 situation_NN1 ,_PUN but_CJC you_PNP were_VBD too_AV0 impatient_AJ0 to_TO0 listen_VVI to_PRP what_DTQ they_PNP said_VVD ._SENT You_PNP interrupted_VVD them_PNP and_CJC you_PNP told_VVD them_PNP what_DTQ you_PNP thought_VVD was_VBD happening_VVG in_PRP the_AT0 account_NN1 ._SENT You_PNP told_VVD them_PNP they_PNP could_VM0 do_VDI better_AV0 ._SENT "_PUQ 
There_EX0 's_VBZ no_AT0 benefit_NN1 in_PRP simply_AV0 telling_VVG someone_PNI to_TO0 perform_VVI better_AJC when_CJS they_PNP 're_VBB struggling_VVG ._SENT You_PNP 're_VBB yelling_VVG "_PUQ SELL_VVB "_PUQ to_PRP a_AT0 struggling_AJ0 sales_NN0 rep._NN1 It_PNP 's_VBZ like_PRP yelling_VVG 
"_PUQ SWIM_NN1 "_PUQ to_PRP a_AT0 drowning_AJ0 man_NN1 ._SENT 
We_PNP often_AV0 get_VVB ahead_AV0 of_PRF ourselves_PNX in_PRP conversations_NN2 ,_PUN especially_AV0 when_CJS ,_PUN as_CJS leaders_NN2 ,_PUN we_PNP hold_VVB the_AT0 power_NN1 ._SENT Sales_NN0 managers_NN2 in_PRP a_AT0 QBR_NN1 tend_VVB to_TO0 think_VVI about_PRP their_DPS next_ORD question_NN1 ,_PUN think_VVB about_PRP what_DTQ they_PNP are_VBB going_VVG to_TO0 say_VVI ,_PUN instead_AV0 of_PRF really_AV0 listening_VVG to_PRP the_AT0 reps._NN1 
Of_PRF course_NN1 ,_PUN they_PNP may_VM0 have_VHI heard_VVN what_DTQ the_AT0 rep_NN1 said_VVD ,_PUN but_CJC do_VDB they_PNP truly_AV0 comprehend_VVI ?_SENT 
Likely_AV0 not_XX0 ._SENT 
More_DT0 efficient_AJ0 questions_NN2 are_VBB formed_VVN when_CJS the_AT0 manager_NN1 seeks_VVZ to_TO0 understand_VVI ,_PUN not_XX0 to_TO0 be_VBI right_AJ0 ._SENT 
"_PUQ Raise_VVB your_DPS hand_NN1 ,_PUN "_PUQ I_PNP said_VVD ,_PUN "_PUQ if_CJS you_PNP believe_VVB you_PNP listened_VVD carefully_AV0 ,_PUN took_VVD the_AT0 time_NN1 to_TO0 digest_VVI the_AT0 reps_NN2 '_POS information_NN1 ,_PUN and_CJC countered_VVD with_PRP a_AT0 pertinent_AJ0 question_NN1 or_CJC constructive_AJ0 coaching_NN1 feedback_NN1 ._SENT "_PUQ 
No_AT0 hands_NN2 lifted_VVN into_PRP the_AT0 air_NN1 ._SENT 
