Did you know sales success and icebergs have something in common? And no …this article is not about cold calling!
Many of us know an iceberg has about 7/8th of its mass below water. But did you know the largest Northern Hemisphere iceberg on record was encountered near Baffin Island in 1882? It was 8 miles (13 km) long, 3.7 miles (6 km) wide and rose 65 feet (20 m) above the water. The mass of that iceberg was in excess of 9 billion tonnes – enough water for everyone, in the world to drink a quart (litre) a day for over 4 years.
Well thanks for the lesson on icebergs you’re probably thinking but what has that got to do with sales?
Go back to the first fact; the majority of an iceberg is below the surface. In sales, much of what controls our success is below the surface. Let me explain.
Think of the iceberg, the tip which we see, could be compared to the action and results of sales professionals. We see sales results. Companies track share of market, percentage of plan, year-over-year performance to name just a few metrics. We also see what a sales person does. We can observe and track the number of calls made, appointments...
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