There’s a sales management philosophy in too many companies that is actually working against sales growth. And the salespeople know it. The philosophy goes like this:
- Walk in 40 doors a day.
- Make 40 calls a day.
- Hand your business card to everyone.
- Gather as many business cards as you can.
- Sell, sell, sell.
While this is a lot of activity and can look good on a sales report, it isn’t usually productive. And it shifts the goal from getting business to participating in a specific…