ELEVEN

Plan Sales Activities

The 80/20 rule applies to all areas of life, especially in all areas of sales. The fact is that only 20 percent of salespeople are genuinely proactive. They can “plan their work and work their plan.”

Fully 80 percent of salespeople need a track to run on. They need clear and specific direction, with goals, measures, deadlines, and standards. This is an important part of your job as a sales manager.

Control the Controllable

For countless reasons, it is very difficult to determine exactly who your next customer is going to be. You cannot control whether people buy now, buy later, or decline to buy at all. There are too many external factors in the life and work of the potential customer to make accurate predictions. ...

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