Setting Annual Sales Goals are a Waste of Time II—Sales Goals Strike Back

Last month's "Be Bold" column grabbed quite a bit of attention. In fact, I've received the most feedback from readers from this hot topic since my "A Touch Is Still A Touch" article from a few years ago. In that column, a "Basic Truth of a Million Dollar Producer" was revealed, and that truth is—say it with me—it takes 13 touches to turn a prospect into a client. If you'd like a copy of that illuminating article, email or message me and I'll get it to you. But I also stated back then that there are no absolutes and no real rules. It may take eight superb touches to turn a prospect into a client—or it may take 15. Or never.