@Chris_Orlob And this 99% of the time is because compensation is tied to commission, the KPIs reward certain number of asks at certain levels, and the pressure of the VPs down on the Directors and Managers amplifies it.
You simply can't care about discovery enough when you don't feel safe.
@thePhilRivers And the real win is knowing avg lifetime value of all the clients in your portfolio and hiring the right people with the right SOPs to grow them and help find more of them