As you may know, I spent a couple of decades in the debt collection industry. I've written about the experience a few times and shared them recently on LinkedIn and Twitter. I learned a few things from debtors that I applied to sales and have shared them with my clients over the years.
How long have you been in sales? Have you ever driven to a prospect's office? How many prospects' offices have you visited this year? Last question...
Have you changed your mindset this year because you had to or because it was better?
Think about all the changes that have happened this year and think about how you reacted.
For me, 'disruption' officially started on March 13th, the day that the 'national emergency' was declared in the US. Elaine and I had flights booked for March 15th. So, we were watching the news and trying to figure out whether we should cancel our trip. Our lives didn't change before the 13th. So, it was business as usual, but
... earn $1,000,000 in the next 3 years? This is one rep's story.
Do your reps have goals and/or a quota? Have you asked them whether they'll hit them? Did their answer totally convince you that they were 100% confident in their ability to deliver and that they absolutely would or did they leave room to miss?
My alternative title was "You can't make this stuff up!"
