It’s the middle of the night and there is a pounding on your front door. You scramble to put on your robe and rush downstairs to see who it is. It’s the police. They want to talk with you about a crime that was committed.
How did they come to arrive on your doorstep? Did they knock on every door until they found a suspect? Of course they didn’t. The evidence has led them to your doorstep and that is why they want to talk with you right now.
Could you imagine if the police’s crime-resolution strategy was to knock on every door and say “Hi, did you commit a crime today? If so, can you tell me which one so we can close the case?” No suspects would ever be caught.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.