ZERO TOLERANCE FOR INACTION

This is a pretty simple concept that is often missed.

100% of the names in your database must have a NEXT ACTION assigned to them.

The action may be to reach out to them once a year – if you don’t record that plan in your system you will forget about them.

It doesn’t matter if they’re a strong, high probability prospect or a weak “never likely to buy” lead, the fact is that you will never sell to them if you never contact them again.

If you truly believe that there is absolutely no value in every reaching out to them again – throw their name away! If you keep it, plan your next action.

Got it?

Posted on August 4, 2010, in Sales, Sales Management and tagged , , , , , . Bookmark the permalink. Leave a comment.

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