Ep. 003 THE Key Sales Performance Metric

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Manage episode 199201141 series 2086333
By Bob Junke, Adventace Founder, and CEO. Discovered by Player FM and our community — copyright is owned by the publisher, not Player FM, and audio is streamed directly from their servers. Hit the Subscribe button to track updates in Player FM, or paste the feed URL into other podcast apps.

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.

5 episodes