Introduction

Tom is a new salesperson about three months into his job. Tom was promoted from within the company because he was the number one inside salesperson. His job was cold calling to set appointments for the outside sales team. He is diligent, hardworking, and already understands the company and its products.

One day, he is out to lunch with some colleagues, and one of the more senior reps asks, “How are things going, Tom?”

His reply, “Things are great, I have been on many appointments. My boss is happy with the number of customers I have been in front of. My pipeline is very strong. I have not booked my first order yet, but I am excited. My second quarter will be huge!”

“How many customers have you visited?” the senior rep continues. ...

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