Imagine being hired to work on an assembly line. On your first day your manager gives you your work instructions. He says, “Put the parts together any way you want. It’s fine with me.” Sounds nuts? Well why is this being done in sales?
Your manager should have an idea of how many quality sales calls you should be making a day. At least he should know a range. He should know who your ideal prospect is and what makes him ideal. He can categorize your business as A, B and C accounts and knows what makes them part of each category. He’s not doing his job if he doesn’t.
You wouldn’t tell someone on an assembly line to assemble any which way. You shouldn’t tell a salesperson to sell any which way. Unfortunately, it happens all too often.