By Steve Lapa
Lapcom Communications Corp
PALM BEACH GARDENS, Fla. — Depending on your station’s sell-out status during this pre-election, COVID-19 and weather-driven window, “take it” or “leave it” can change in minutes. Same for your sales call planning; minutes count.
This environment reminds me of a never-ending dialogue with one of my better sellers. As we would head out on calls, the conversation would inevitably turn to juggling priorities. Our one-on-one meetings always ended with a list of priorities. Those priorities were specific and time-lined for the seller. But life happens, priorities shift, and focus on performance turns into pandemonium. Sound familiar?