Aug. 24, 2018
Ep. 39 :: The Elam Ending and Switching Sales Scoring Systems to Improve Prospecting
In episode 39, we examine the change The Basketba…
In episode 39, we examine the change The Basketball Tournament (TBT)employed to its scoring system and how a similar change can incentivize and promote more prospecting activities, which many sales professionals are NOT doing now due to the hot market. Yes, it's a great market, but we know every bull ride ends with a bear fight. We work in a cyclical industry and after 110 months of economic growth, now is the time to prepare for the slowdown. The best companies—and sales pros—are always actively prospecting. Here is a simple method to encourage more of it. Thanks for the listening.