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Of Fish and Lobsters

How often do you look at your sales team (or your own time) and wonder why people spend time chasing the wrong prospects. It's as if they are trying to catch fish when we are in the lobster business...

So what do you do about it? In my sales management career, I've tried everything from gentle reminders, paying for networking trips with the right groups and even firing people over it. Nothing really solved the problem - and to this day I wonder what I could do better to make it easier for reps to spend their time in the right places.

Ideas?

Mike Seidle is a business owner and former senior sales manager for a fortune 500 technology firm.