Earlier this year, I wrote a column titled “You Might Be a Salesperson If…” in which I described some traits of planners whose primary activity is sales, rather than advice. I was surprised by the vehemence of the emails and online responses from people who first self-characterized as salespeople based on what I wrote, and then objected to my depiction of them.

It did not surprise me that so many readers were able to (sometimes uncomfortably) self-identify as salespeople. After all, the center of gravity in this profession seems to be dually registered reps who, based on the BD surveys conducted by this magazine and others, generate roughly 65% of their revenue from sales commissions.

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