| Too many proposals go out to poorly qualified opportunities. The close ratio is not what it used to be. |
| When the sales manager's behavior is focused more on quantity than quality of sales performance, the assumption of the salesperson is "if I write enough proposals, some will stick." Learn how to instill an ordered thinking process that focuses on quality of activity and is aligned with writing proposals that are co-authored by the customer, and are crafted as a supporting document for the decision to buy. |