Prospecting or Closing: Which is Harder?
By Jeff BealsA colleague and I talked about the greatest value that a sales professional brings to a company. Is it the ability to prospect for new clients, or is it the ability to close a deal?
Both are extremely important, and neither is terribly easy. That’s why we typically don’t put limits on the income a sales professional can make. We want to incentivize them to keep working hard on a difficult-but-crucial activity that truly is the lifeblood of companies.
We came to the conclusion that, while closing deals is ultimately the most valuable thing we do, prospecting is more difficult. … Read the rest