62 T here is a sales organization I work with that has a consistent track record of find- ing highly talented candidates to join their sales team. Time and time again, they’ve hired and developed top talent and in turn, quickly see results from these sellers. Joe*, a new manager to the company, had recent- ly joined the team and was looking to add to the sales team. He was eager to recruit top talent. Relying on his past experience with other sales organizations, he decided to hire a seller that he had worked with years ago. We will call her Tanya. Development Case Study Coaching a Seasoned Seller to Bring Back Her A-Game