Balto Articles
Why Sales Leaders Shouldn’t Be Worried About The Biggest Mistakes
Let’s get right to the meat of it: With data from over 50 million sales calls, Balto found that sales leaders should focus their training on the calls that happen the most, not the ones where reps struggle the most. It feels wrong, but the numbers don’t lie. After tracking millions of calls, the best ROI from coaching may not come from tackling objection rebuttals or cross-selling opportunities; it’s perfecting the first few seconds of a call.We all know first impressions are crucial, but don’t take that for granted. Assuming all reps will remember to say the right thing at the top of every call – while choosing to drill down on mistakes happening after the fact – could have a bigger impact than you realize.