By Andrew Ford (salescopilot.com)
The formula for salesperson success at many companies is nothing more than activity goals, hard work, and self-discipline. It is a “sink or swim” mindset founded on the belief that sales is an individual discipline performed by aggressive “go-getters”.
This formula’s premise is “experience is the best teacher”, and that successful salespeople are quick studies who “figure it out fast” and win. It is not that this old way never works; it simply does not work often enough. Experience is a great teacher; it is just slow and inefficient. This “sink or swim” formula is the cause of long lead times, high turnover, and poor sales team ROI.
Here are 3 things that will get to ROI faster…..