Managers, take a minute with each of your salespeople to monitor their sales and appointments so far this month. Here's how:
STEP 1: Inspect the ratio between your salesperson's sales and appointments set.
STEP 2: Drill down to see how many contact methods your salesperson has for each prospect.
STEP 3: Post all appointments in your Coach's Playbook and the Monthly Tracker.
STEP 4: Recognize (and reward) the person who is best at getting at least two contact methods for each prospect.