Why prospecting is the key measurement of sales performance

09/30/2011 | TheSalesBlog.com

All other elements of the sales process depend on first having prospects, so the number of new opportunities salespeople create is the most important metric for evaluating their success, writes Anthony Iannarino of SOLUTIONS Staffing. "Improvements here are felt immediately, and they are the foundation for building competencies through the rest of the sales process," he writes.

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