Get salespeople to willingly pare down their account lists and thrive.
As a young sales manager, I actually said this in a sales meeting: “We have a new salesperson starting next week. Her name is Andrea. I need all of you to give up five accounts from your lists so I can create a new list for her.”
Nobody complained. They smiled knowingly and gave up the accounts they found impossible to sell:
- The mean ones
- The small ones
- The slow paying ones
- The ones who’d had a “bad experience” with our station
And our brand new hire began her Radio career with an account list that our veterans couldn’t survive on, The Charles Darwin Account List.
In the Webinar above, I describe exactly how I learned to get salespeople to willingly pare down their account lists and thrive.
Plus, I reduced turnover by having accounts with real potential to give to the new salesperson.
This is mission critical “stuff.”
Don’t miss it.
And please let me know what you think.