We have all heard that before, but it has always meant things like new techniques, how to sell to the top, or emails instead of cold calls. I mean it is REALLY changing.
Inside salespeople who find themselves behind quota may assign their performance problems to any number of factors beyond their control: the economy, the competition, the weather. But the reality is that the single most common reason for this problem lies in something they do control: their choice to use, or not to use, a cookbook.
