The difference is centered on good and bad habits.
Having a successful sales team is all about developing good habits and discipline.
While reading the executive book summary of The Power of Habit, by Charles Duhigg, I was reminded of the major complaint I hear when speaking with most sales organizations. The number one complaint is people do not prospect enough.
Perhaps this is because they do not create good habits around prospecting and cold calling. Take cold calling. There has been a lot of discussion about cold calling being dead and generally there is a reluctance to use it in the prospect hunt. When sales people are reluctant they tend to miss asking certain questions during an appointment or even asking the right closing questions. All of these elements…
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