Frequently salespeople are all too happy to produce proposals for anyone who is interested. It is common that those same salespeople are avoiding truly qualifying prospects before producing the proposal. It has become apparent to me through years of working with sales teams that much of this behavior is due to the belief that if they just put the information in writing they will avoid having to explain or address any concerns a prospect might have. It is really a form of conflict avoidance.
Unfortunately, we allow salespeople to spend time producing pages and pages of proposals without truly understanding whether […]Read more »