At a holiday party, a well-dressed, articulate woman and I engaged in conversation. She said she was a former account executive for a top marketing company and I told her my company makes prospecting cold calls and sets sales appointments for a variety of companies.
She looked at me and said, "I get it. What a great idea. When I was a sales rep there was no way I was going to make cold calls, in person or on the phone!" She went on to say that she relied on internal leads from an inside sales appointment group and referrals.
When I asked if she could make more money by prospecting herself she said, "absolutely, but I did well enough. I didn't get rich, but did OK."
Her former company, that wanted the sales force to prospect, but didn't enforce it, is now out of business. Maybe too many sales people were happy to do just enough to be OK.
1 comment:
good post and you always need to be better than ok
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