Outcomes are better than activity. If you could have the outcome without having to do the work, that would be the right thing to do. You could reserve your time, energy, and resources for something else, having already achieved the outcome.
Sales organizations spend a lot of time and money trying to determine exactly what makes a top performer. They want to know this because they want to make sure that their sales team is full of them.
One sales organization that I know surveyed…Continue Reading
Your key performance indicators aren’t my key performance indicators. The activities and outcomes that might indicate that you are moving towards success can be wildly different from mine.
Your strategy might be to…Continue Reading
The numbers of calls you make is an imperfect measurement. It tells you what kind of effort you made today. And it might give you some indication of how effective you might be on the telephone. But it doesn’t tell you much more than that.
There are a number of reasons so many sales organizations have weak pipelines. Here are 6 of them.
- You have been told not to cold call. There is no greater obstacle to creating a healthy pipeline of opportunities than an inability or…
You never produce results without activity. But you also never produce results without those activities generating a positive outcome.
You can count the number of phone calls you make, but that’s only an indication of one part of your effort,…Continue Reading