Illusion of Control of Sales Managers

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Illusion of Control of Sales Managers
Soumyasattwa Roy
Sales managers, team leaders, and target setters suffer from this illusion of control. They typically think that pushing harder will increase effort / sales. I think in today's world an organization should turn that push into a pull concept by creating some differentiator.
If the conversion rate of cold calls to final sale is very high then it indicates there is some bias acting at the level where the sales strategy is made. Forcing cold calls is a symptom of that bias.


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