Saturday Morning Sales

Kevin Latchford


Q&A Week 16 - October 13, 2018

For the past few years, since I began using this weekly blog to share stories about sales and sales management, I have been receiving numerous questions from readers including my own clients. Over the next several months I am going to use my weekly ramblings to post one reader question with my answer. Please note – my answers are based on my personal and professional experiences and in no way reflect my company or specific clients.


Q: Having followed your blog for some time, I am aware you have a fulltime job, as well as freelance consulting. Do you define yourself as a consultant or a coach? Is there a difference?


A: There are varying degrees of consultants and just as many text books and business books to go along with those consultants. I view a consultant as a person or entity that comes in with a specific skill set that an organization may generally not have. Or, at other times, a consultant can come in with a certain background or experience that adds, even if temporary, a different perspective to a department or entire company. Similarly, a coach needs to rally the team based on experiences, both wins and losses. I find myself often walking a thin line between a consultant and a coach. More times than not, when I manage my own fulltime team, I fill the role of coach. I’m on the field of battle with my own team members every day calling plays based on experiences. When I step into a freelance consulting engagement, I have a standard upfront homework process to familiarize myself with the client’s current situation. I then spend time assessing the situation from a hands-on, internal interview approach. I then consult with those that hired me on how to make improvements, add efficiencies, introduce change, improve moral, etc. 

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