What are the sales practices most highly correlated to continuous sales growth? Write down your top three answers. Don't rack your brain. The first three things that come to mind are most likely the three activities that should comprise the bulk of the selling time of the reps in your company; the activities that ' according to the prevailing wisdom ' are your sales "best" practices.
As with most "simple" questions, your answer prompts another question. Is your opinion about the three practices you just wrote down based on judgment or fact? It's based on judgment if you just "know" that you're right, because you have learned it through personal experience and study of other successful sales people. It's based on fact if, and only if, you have hard, empirical data that '