“The ‘measurements’ weren’t telling anything about reality.
They were telling just the opposite …”
What do you measure in the day-to-day operation of your sales process?
Most companies have only rudimentary measurements (if they measure anything at all). They count initial contacts (e.g., phone dials or cold calls), appointments or demonstrations, proposals, and closes.
Unfortunately, this information is almost useless. …
In preparation for the launch of the book August 2, I’ll be on a short vacation with the family next week. I won’t be posting anything until Aug 31, so I’ll leave you with a couple of observations: