To survive as a sales professional in a tough economy you have to decide which way to go?
On the one hand you can argue a case that you should chase down more opportunities because the economy is slower. Widen the top of your sales funnel to ensure you end up with at least the same results as last year. Make more calls, do more meetings, ask for more referrals. Less will be converted, so more shots will help you hit your numbers.
On the other hand it can be argued that you should sharpen your focus. Spend more time working on the opportunities that are most likely to be converted. Be like Bruce Lee. Have laser like focus. Hone in on your very best opportunities and don't waste your valuable time chasing low probability deals.
I guess it depends on what your selling and to whom.
Whatever you do , don't waste your selling time on opportunities you are unlikely to convert. Use your radar and intuition to be in the right place at the right time.
Neil Rackham, author of the famous book SPIN selling favours laser like focus.
Hear and see him in action here