Jonathan Farrington Jonathan Farrington

Emerging salespeople typically believe that all business is good business, and to an extent, this is true. If you are trying to make a name for yourself, and are being put under pressure by your sales manager to get “runs on the board” while trying to earn the respect of the more experienced and successful members of the team, it is difficult to walk away from any opportunity if you believe you have the remotest chance of winning it. However, it is essential to fully understand both the value and importance of rigorous objective qualification, not just at the front end, but right through