The Secrets Of Top Producers: Results Of Our Three Year Survey Completed On 5,000 Top ProducersSource: RSPA
By Garrison Wynn
Contrary to popular belief, the most successful salespeople were not those who made the most phone calls or were the best presenters and closers.
There seemed to be no common ground with best practices. We saw many top producers who had low closing ratios but set ten times more appointments and made more money than their competitors by being in front of more people.