 Now what are the things that a salesperson or a sales leader needs to do in order to be seen firstly as credible in the eyes of customers and colleagues? And a lot of that comes from actually the brand of the business. The second bit is what do they need to do to show that they are reliable? And they're the two simple bits and really both of those could be achieved online or through other media. There's a third element which is in what way and to what degree does the salesperson connect at an emotional level with a customer? And really that's the differentiator for salespeople who are achieving at high levels compared with those who are average or below. And let's not forget I think we've all dealt with salespeople in retail environments or when buying a car or perhaps real estate or an insurance product there are those salespeople who have high self-orientation. They're in it for what they get out of it and thankfully more and more salespeople are focused on the needs of the customer recognizing that if they meet the customer's needs their needs will be met also.