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Saturday, July 24, 2004

90% of a salesperson's time

Where does 90% of a salesperson's time get spent?Most answers I get are travelling or admin (you know, filling out sales forecasts). The real and most informative answer, of course, is a huge majority of his time is spent chasing business that is never won. Even if you manage a close ratio of 1 in 3 (exceptionally high), that's a full two-thirds.And the answer? A good salesperson will evaluate and qualify each situation realistically.

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