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Compensation

At what point in your career did you start making a shift towards sales and driving business, vs. project delivery?

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Day 1. If you aren't selling you aren't surviving. In all seriousness, one of the biggest indicators that young staff has career potential is if they have an eye for sales. Even if what they find leads to $0, the fact they are looking and thinking about sales separates them from the cannon fodder who keep their heads down and just do what is assigned.

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6 months in. Always look for opportunities to up-sell on a client and run it up the flag pole.

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Day 2

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What's an example of thinking about sales from day 1?

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Looking for ways to upsell on client and advising of your insights to your EM/Partner.

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