Working Smarter

“All organizations must be capable of change.” — Peter Drucker

In my travels, a number of people have been talking about how many more prospects they need today to result in a successful transaction. For example, in the past, if it took 10 prospects to achieve a certain conversion rate, now it requires five times that amount to hit the same rate. While there are a number of factors at play here, the simple fact is: What worked yesterday will not necessarily work today. Companies and sales professionals need to be willing to make adjustments if they want different results.

The quality of the sales staff can make a difference. High achievers are constantly prospecting and more readily adjust to marketplace changes while average producers tend to keep doing the same things. It’s not about working harder but smarter.