Last week I introduced you to a very important sales reality.
"Sales, all sales is a critical evaluation of results versus resources"
While doing a great sales seminar with a sales team in south Florida last week, we delved further into this powerful equation. You have a certain amount of resources. Let's say your sales resources are:
1. Sales rep time
2. Marketing materials
3. Educational programs
5. Marketing budget
In every account you are going to "spend" some of these resources in order to get some result. The key is to make sure that your result matches or exceeds the resources you put into the account.