Customer Quote by Mike Weinberg
““Salespeople are famous for lack of discipline and losing focus. They attempt to call on an account (once), but don’t get anywhere. Instead of sharpening their weapons and continuing to attack the same strategically selected targets, they turn and pursue a new set of prospects. This constant change of direction becomes their death knell because they never gain traction against the defined target set.””
About This Quote
Source Book: Sales Management, by Mike Weinberg, 2015
Salespeople lose results by constantly switching targets instead of focusing on a defined set, preventing momentum and success.
In simple terms: Changing targets kills sales momentum.
Key Takeaway
Focus on a few strategic accounts.
Themes
focus
discipline
sales strategy
consistency
Mood
determined
critical
strategic
Type
advice
motivational
When to use this quote
- sales planning
- account management
- goal setting
Key Concepts
Opportunity cost
targeted prospecting
sales pipeline
Questions to Reflect On
- How can you identify your most valuable prospects?
- What systems keep you accountable to a target list?
A Different Perspective
Frequent target switching leads to shallow effort and missed results.
