Last month Mark Roberts shared how hope is not a sales strategy. As we enter May, and you are 33% of the way through the year, where are you relative to goals? Are you "just managing"? Slightly ahead? What does your pipeline look like to ensure you are going to exceed your goals? And remember, there are sales goals, strategic goals (you know, the one to support someone's … [Read more...] about 10 Steps to Replacing Hope with a Real Sales Plan
Sales Planning
Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
While we all know that hope is (or should not be) a sales strategy, most industrial supply sales teams, whether they are distributors, manufacturer reps, or manufacturer direct salespeople, are running on it. Yes, there are planning processes and yes everyone sets goals based upon bottom-up input (until the field's number doesn't match management's expectations (or their … [Read more...] about Hope Is Not a Sales Strategy (But Most Teams Are Running on It)
