Do you have a clear objective for each call/meeting you have with the customer? Is it aligned with the customer’s objectives for the call?
I talk to 100’s of sales people every year. They are constantly busy making calls and having meetings, but when I ask them, “What was your objective? Did you accomplish it? Could you have accomplished more? Were you aligned with what the customer wanted to accomplish?”
Inevitably, their eyes cross, I can tell they are thinking, “What is this guy talking about? We have to be talking to our customers?”
