You build the methodology. You run the training. People practise the questions, nod along, and tell you it was useful. Then you listen back to their calls and nothing has changed. Kate Philpot has spent the last year refusing to accept that as normal. In this interactive workshop session she opens up the three places she believes the execution gap actually lives, and asks you to test them against your own organisation. - First, hiring. Do you genuinely know what your best salesperson looks and sounds like at interview, or are you taking their word for it and discovering the truth in month three? - Second, managers. Follow through is the step that consistently does not happen. Managers are buried in everything except sitting in on a call and coaching what they hear. Do they even understand where their obligations begin and end? - Third, the reps themselves. Kate will share how Getty Images introduced mandatory group coaching, and what surfaced when sellers were asked to unpack their own mindset, their fear of being "too salesy", and how that fear plays out in front of a buyer. Expect presentation and discussion in alternating blocks, three questions to work through as a table, and a clear set of takeaways to leave with. This session assumes you already know the theory. It is about what to do when the theory is not landing.