Measuring sales potential.(salespeople using information in sales management)

American Salesman,  March, 2007  by Kahle, Dave

• E-mail
• Print
• Link

It's the Information Age, and we're all aware of that. We see evidence of that everywhere we look. There is one place, however, that the Information Age seems to have skipped--the routines and habits of the outside salesperson. Far too many salespeople have ignored the power of information to add a powerful and productive element to their strategies.

One specific example of this is a piece of information that can, by itself, help you become more effective--the sales potential of an account. In other words, the answer to the question: "How much can they buy?" ...

Read the rest of this article with a Free Trial at HighBeam Research.