Manage episode 199201141 series 2086333
We have found that the number one problem confronting sellers - and therefore one of the most critical challenges confronting sales executives and managers - is that sellers call too low in buyer organizations. We call this pervasive problem "Selling Below the Power Line”. Until properly managed, the average sales person wastes 40% of their time selling to buyers who cannot buy! By managing the A/B Ratio, sales management can quickly solve this problem. The result is more wins, dramatically improved pipelines, and a huge impact on individual careers.