Growth or Bust

Chapter 7Growth-Oriented Targeting

Ensure Your Team Is Focused on the Best New Growth Potentials

For all the money wasted on sales training, if just one tenth of those resources were invested in refining the targets of the team, a multifold return would ensue. In over 20 years of facilitating sales strategy and sales innovation sessions, I’ve found that the top two areas sales reps will identify as what they most need to improve are productivity and the quality of their targeting—the latter of which gets them a far greater return on their investment. Most individual sales reps know that they could improve the quality of prospects on whom they are calling, yet management and marketing are usually doing little to help them refine their target lists. ...