Editor’s Note: The views and opinions of this article do not necessarily reflect those of the MAB. Contact the MAB for information on the MAB’s official editorial policy.
By: Chris Lytle, Content Developer
As a young sales manager, I actually said this in a sales meeting: “We have a new salesperson starting next week. Her name is Andrea. I need all of you to give up five accounts from your lists so I can create a new list for her.”
Nobody complained. They smiled knowingly and gave up the accounts they found impossible to sell:
- The mean ones
- The small ones
- The slow paying ones
- The ones who’d had a “bad experience” with our station
And our brand new hire began her radio career with an account list that our veterans couldn’t survive on: The Charles Darwin Account List.
In this free Webinar. I describe exactly how I learned to get salespeople to willingly pare down their account lists and thrive.
Plus, I reduced turnover by having accounts with real potential to give to the new salesperson.
This is mission critical “stuff.”
Don’t miss it.
Reprinted by permission