Who gets the most done, busy bee or smart bee?
Is sales a Hare or a Tortoise game?
We can demonstrate from evidence that Activity CAUSES sales results, it does not just affect results it causes results.
Two sales people of similar ability with comparable potential in their territories, then the more active salesperson will produce higher sales results. Common sense, is it not?
So let us go beyond common sense to research. BMAC research confirms that high Activity = more Sales, but also uncovers a series of anomalies. Rarely are Top Performers winners of the most Sales Visits contest. Often two people of the similar ability and comparable territory produce the anomaly that the most active is NOT the most successful.