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"First, I discovered that 20 of our 100 salespeople are making 80 percent of our sales. Fifty of the under-performing 80 salespeople can improve. The other 30 should be involved in some other vocation and we are helping them find new employment.
"Next, I interviewed all 100 salespeople and only 20 could name, from memory, their top 10 new account prospects. The other 80 could only name an average of 2.5 prospects and these salespeople knew little or nothing about the 2.5 prospects they could remember. We are inaugurating a program that will require in-depth prospect information development and we are training our salespeople to prospect for new business.
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