It’s not in your best interests to let your prospects choose their own adventure - and it’s not in their best interest, either.

One of the big differences between mediocre sales reps and great ones is actually pretty simple: how they spend Monday mornings and Friday afternoons.

The relationship between an annual quota and a sales rep’s day-to-day activities is pretty opaque. Math-based ‘backwards planning’ can clear it up.

Too many sales reps are burdened by the mindset that ‘every deal must be won.’ Empowering reps to be choosy leads to better discovery and better results.