I get a lot of email. It’s not all because of my job or because I publish my work frequently. Some of it is like that, but it seems like my email address is on a lot of lists and I am one of the people who get spammed whenever there’s a webinar to fill. Perhaps you know this feeling. Last week I was invited to a webinar for a sales product and it made me think about why we aren’t more successful and what might be done about it.
Jim Dickie and Barry Trailer at CSO Insights (www.csoinsights.com) have a big data set culled from major sales organizations over many years. In their annual surveys they capture information about sales attainment and other things relevant to selling and managing sales people.