Much of the valuable work in sales happens between meetings, and he thinks having sellers on calls 85% of the time is too much. Listen
Rick says sellers need time after a call to think through next steps and strategy. He says he does not agree with a target of putting sellers on the phone with customers 85% of the time. He frames this as a reason sellers should not hand note-taking or processing entirely to a tool.
“the magic in sales is often happening between the meetings”
Listen to the episode Episode Sales process & deals Link to this
From The Unwritten Rules of CRO Survival | Rick Smolen, CRO @ ShipHero.