Ten Ways Top Sales Reps Are Different

For over 35 years, Dr. Lakin has been a management psychologist, helping business executives reduce surprises when hiring or promoting people. Through a process of interviewing and testing, he identifies the strengths and weaknesses of individuals in the business setting--whether it is a manager candidate or a current manager or even team of people. He also trains and coaches individuals and teams to help them see how to be more effective.

His interest in sales reps who consistently are top producers has developed as a result of his many years of selecting, listening to, coaching, and observing sales people as they work, grow, and sometimes struggle. He has also seen the challenges that sales managers often face when working with Top Sales Reps. He wants to help sales managers better understand their Top Sales Reps, because they are different. They have different needs and different fears. They must be managed in a unique way.

In addition to his assessment service, Dr. Lakin works with professionals in many fields in the practical application of what is called Neurolinguistic Programming (NLP) techniques for sales and management. He is the author of "The Unfair Advantage: Sell with NLP!" and "The Unfair Advantage: Sell with NLP! for Inside Sales Professionals". He is a member of the American Psychological Association.