I recently spoke with a couple of high-performing salespeople about the various accounts we were managing. And one of them told me that he had been calling a particular customer for ten years before he finally got the break he needed to win their business. During one of his sales calls, he realized that he wasn’t just calling a single shop. In actuality, they had 120 locations.
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A few months ago, I was privileged to be invited to a seminar hosted by Gartner featuring a small group of top level thought leaders in sales. There were about six of us around the table and we got a preview of Gartner's research that they were rolling out at their sales summit later in the year. We assessed and discussed the research—in particular, how it applied to our clients.
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Recently, I was working with a client on some planning for their sales team. Specifically, we were creating action plans for every sales team members so that they would know how many calls, emails, meetings they need to take in a given day, week, month or year in order for them to hit their goal.
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