What percentage of your sales calls end in a price negotiation? Or, the dreaded “I will think about it and get back to you?”
The sales cycle is a marathon, not a sprint. From that first cold call to the fresh ink of a signed contract, there are hundreds of variables at play, which means potential problems loom around every corner.
It was Benjamin Franklin who said that nothing in this world is certain except death or taxes. But in reality, we should really add change to that list.
To be an effective leader, you need to know the difference between managing and coaching. Outwardly, the roles appear to be similar, but in practice, they are drastically different.