New business efforts are full steam ahead! As I am helping execute new business sales drives for different sales organizations from all over the country, I am uncovering a significant difference between how management feels this should be accomplished versus the salespeople charged with generating the revenue.
First, here's what management wants: to hit an aggressive new business goal in a specific amount of time from the very best prospects for their industry, which has been strategized to meet overall growth objectives. This is good; sales organizations need to think this way to grow and compete.
Now here's what salespeople want: to hit that number by calling on as many prospects as they can, so they hopefully get enough first appointments set, so they can complete the rest of the sales process, and hopefully close enough new business. This is NOT good because this philosophy leads to choosing and spinning your wheels on lousy prospects and hasty approaches to getting first appointments. Both of which will certainly impede any salesperson trying to hit their numbers.