After working with sales people, I learned sales people do not always know what is truly important to monitor. Now I know a loaded statement when I see one and the above statement may be loaded. However, it is also very true. Most sales people are missing an important element to every sales call they make.
Now, before moving on I need to clarify a very assumptions. First, I’m talking about business to business selling which over 95% of successful sales opportunities require multiple calls. This is not a single call and get an answer sales environment. Second, each sales call needs an outcome to monitor the success rate of the sales process. And, finally, some preparation and thought is required for the multiple call process to work. Winging it is not an option in b2b sales.