Albert Einstein's definition of insanity was "doing the same thing over and over and expecting different results."
That's also the meaning of our Sandler rule" Every unsuccessful prospecting call earns compound interest."
In sales, we accept that we will fail more often than we succeed.
On the surface, the rule about unsuccessful prospecting gives us hope that the more times we fail, the closer we get to a sale.
But hope can be a terrible thing.
The key to this Sandler rule is not in the activity of prospecting; it's in the learning that comes from each failed prospecting attempt.
Put another way, your activities are like cash deposits in a retirement savings account, and the changes you make to your prospecting activities, which result in more successful calls, are compound interest.
Not modifying your prospecting approach, therefore, is the equivalent of hiding your money under your mattress.
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This report is all about making and exceeding those all-important sales numbers and sales forecasts. It’s an eye-opening look at the deficiencies of modern-day selling systems and sales management efforts. |
