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10 Steps to Successful Sales by Brian Lambert

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STEP THREE

Develop Winning Habits

OVERVIEW

  • Create your action plan
  • Know (and exceed) your quota
  • Map your pipeline and close rate to your quota
  • Determine your priorities
  • Master other successful habits and strategies

A frequent rhetorical question in the sales team is, "Where did my time go?" Think about the activities that can gobble up the valuable time of a sales professional: meetings, paperwork, customer requests, sales calls, creating proposals, following up, putting out fires, building relationships, prospecting and filling your pipeline, creating reports, and so on. It's easy to get caught up in day-to-day work and forget to reflect on your actions. It is important to determine if you are spending your time wisely and identifying which ...

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