Strategy and tactics are not the same thing. Here's why the difference is important.
We all try to get away with as much as we can. When setting sales rules, it's best to embrace that tendency rather than fighting against it.
Tackling a more difficult initiative may have a bigger payoff in the long run.
When one of our subscribers tried to figure out what their top "closers" were doing differently to generate 2X the win-rates of everyone else, they discovered something valuable that many would overlook or just chalk up to "experience".
While most are "reverting to defaults" when it comes to sales territories, some leading sales operations have been questioning the conventional wisdom in this area...and discovering big opportunities for improvement.
If you're getting bogged down in one particular aspect of the sales process, taking a step back to focus on the big picture can help.
We get tons of questions about accuracy across every type of sales analysis we cover in the Playbook...from customer retention and account expansion to pipeline performance and prospect targeting. But there's something more important than accuracy.