Day: January 23, 2018

Research by TOPO indicates that the reason 83.4% sellers fail to hit quota (their number) is because of their improper time management skills. Why is this? It’s because sellers mistakenly spend a disproportionate amount of time of equalizing touches on all accounts, or spend too much time with accounts that aren’t ready to buy yet. Whether your sellers are targeting 10, 100, or 1000 accounts at a time, time management is a blessing for quota crushing A-players, and the kiss of death for your B & C players.