Sales Cooke recently posted comments regarding productive sales activity. The essence of the commentary was that selling is results based not activity oriented. I just read an excellent blog by Shamus Brown that discussed this very topic. In it, he reinforces the fact that more activity is a good thing if you have a great process on qualifying and managing good opportunities that lead to more closed sales.
Sales Cooke recently engaged in conversation with several Phoenix area residential real estate brokers who talked about how busy they were. Their frustration was they were not closing many deals. The activity that worked in a good economy may not necessarily work in a down economy. It is time to get busy on developing a new process that works instead of being busy working an old process that isn’t. Take a read by Shamus. There is some good stuff there.