Off the TOP of your head…(part 1 of 3)

Off the TOP of your head without cheating and looking at reports or CRM list your 10:
1 – top accounts
2 – top contacts
3 – opportunities

Could you think of ten? of EACH?

Don’t worry, most people can’t (back to that monkeysphere idea – you can’t keep track more than 150 total relationships… not business, total).

Here is what I’ve found inside salespeople do when asked to participate in my off the TOP of your head exercise in actual training classes:

• get frustrated
• give up
• say it’s stupid
• write what they know
• find it funny
• say it’s enlightening

All that and we haven’t done part 2: check your accuracy, yet!

That is when, we pull the actual reports, looking at the current year AS WELL AS the previous year.

Who are/were the top 10 accounts?
Who, as an individual, did the most business – both by sheer dollars AND number of “deals”?
Then look at individual opportunities.

Crazy thing is – for everyone who as ever played this game. Someone WAS not on the top of their head, but ended up in the statistical op 10 list. PLUS most people had something on their TOP of head list that wasn’t in the stats.

Let me know what you uncover for yourself!