One of the hardest things to do in sales is “create urgency” when it’s seemingly not there. Sales reps try to manufacture urgency all the time by proactively offering discounts at the end of the month, but that’s just sad. But how do you actually “create” urgency?

Let me be clear – you can’t.

As the CEO of my own company, I sat down with my team towards the end of last year and mapped out our plans for the coming year. We determined our revenue goals and outlined the main priorities for each person on the team and what they needed to do to help us reach those goals. Then we aligned the budget and went to work.

Read the full article at: jbarrows.com