Saturday, January 27, 2007

Big Fish or Little Fish
Managing sales quality versus quantity

Does this situation sound familiar?

Bob just made a career change from a stable salaried job with plenty of work to an independent contractor status on straight commission.

He sent me an email asking;

“How do you deal with all the ups and downs, handle the financial end when you don’t know what this month’s income is?”
Another question he had; “What about the size of the sale, should I just chase the big ones? But I feel I need to do some smaller sales too, which is better?”
Then he asked; “How do I find a balance?”

Would you say Bob is in a flux?
Or more like a pickle?
Can you relate?

Here is what I suggested to Bob: ...More....

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