How to Identify your Team’s Most Effective Prospectors
JULY 5, 2018
TL;DR: Measuring a prospector’s effectiveness requires a comprehensive, qualitative comparison of each person in the team. Was it due to the quality of the leads he received from marketing, the territory he was assigned or his work ethic? While the data for this operational intelligence is in their CRM systems, it is often incomplete, inaccurate or insufficiently structured. By: Doug Dzina.