Chapter 10: Managing sales information

It may not be too much of a stretch to say that most salespeople did not get into selling to analyse data. While selling has a lot to do with human interaction, there is however, an important role for data and for spending time understanding it, interpreting it and using it to improve our performance and results.

Data can often be an objective window into why we are achieving a certain result and a clue as to what to do about it. Without data you are not fully in control of your selling and may well only start to notice a potential problem when it is too late!

‘The person who knows HOW will always have a job. The person who knows WHY will ...

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