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3 Ways to Get Off Track Managing Sales Activities and Goal Achievement

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 29, 2012 | about Character and Productivity, Planning Goal Achievement, Finding Leads, Prospecting, First Appointments | 32 Comments
3 Ways to Get Off Track Managing Sales Activities and Goal Achievement

What do great salespeople do with their selling time in a week? Smart activity. They realize that activity leads to results, and smart activity leads to greatness.

Does that mean that some salespeople miss what’s smart? Yes. I see many salespeople who work hard but not smart - some even like Willy Loman in Death of a Salesman by Arthur...

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Track Sales to Goal in a Sales Funnel

Lance Cooper by .(JavaScript must be enabled to view this email address) | on June 09, 2012 | about Coaching Others, Tracking Sales | 30 Comments
Track Sales to Goal in a Sales Funnel

How many sales teams do you see tracking sales and funnel progress during the selling period? How many make sure that they keep first appointments and quotes at appropriate levels?   Not many.

I had the following conversation with a sales team I was training recently. The team was behind in sales, revenue, and margin goals year-to-date.

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