One of the most interesting aspects of working at Meltwater has been truly understanding the difference between sales vs. management. On our sales “playing field” here at Meltwater, we basically have three roles—Sales Consultant, Sales Manager, and Managing Director. I like to refer to these roles in sports terms: Player, Team Captain, and Coach. Our goal as a company is not to hire just sales coaches or salespeople—we hire future managers who first have to master the sales process.

In many aspects of life, you can pretty much spot the difference between a player and their coach. Sometimes, coaches were not good…

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