Asked by Pop
Choose the 'best' and the 'worst' action for the given situation.
You are a salesperson who has joined a company that sells group insurance policies to corporations. Your company's product competes well with other products in the market but has low penetration because of a smaller sales force. You have a quarterly target of converting 15 companies. What will you choose as a sales strategy?
Spend the first month or so mapping the territory and finding the contact details of 80% of the companies in the region. Start selling in the second month.
Start with on-field mapping and cold-calling companies in the area.
Spend one-third of my time each month mapping new accounts, and spend the remaining two-thirds of my time each month making sales calls.
Spend two-thirds of my time in the initial months on researching about the companies in the region and the remaining third of my time making cold-calls.
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Answered by
GPT-5 mini
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Best: Spend one-third of my time each month mapping new accounts, and spend the remaining two-thirds of my time each month making sales calls.
Why: This balances continuous pipeline-building with the majority of time dedicated to selling. It keeps prospecting fresh so you don’t run out of leads, while ensuring you’re actively converting prospects every week — the best way to hit a quarterly target of 15 conversions.
Worst: Spend two-thirds of my time in the initial months on researching about the companies in the region and the remaining third of my time making cold-calls.
Why: Heavy up-front research significantly reduces selling time at the moment when you need to generate conversions and momentum. Spreading sales activity thin across months increases the risk of missing the quarterly target.
Brief note on the other options:
- Starting with mapping for a full month (then selling) delays pipeline-building too long and is risky.
- Simultaneous on-field mapping and cold-calling is reasonable, but less disciplined than the steady 1/3–2/3 split that optimizes selling time while maintaining ongoing account discovery.
Why: This balances continuous pipeline-building with the majority of time dedicated to selling. It keeps prospecting fresh so you don’t run out of leads, while ensuring you’re actively converting prospects every week — the best way to hit a quarterly target of 15 conversions.
Worst: Spend two-thirds of my time in the initial months on researching about the companies in the region and the remaining third of my time making cold-calls.
Why: Heavy up-front research significantly reduces selling time at the moment when you need to generate conversions and momentum. Spreading sales activity thin across months increases the risk of missing the quarterly target.
Brief note on the other options:
- Starting with mapping for a full month (then selling) delays pipeline-building too long and is risky.
- Simultaneous on-field mapping and cold-calling is reasonable, but less disciplined than the steady 1/3–2/3 split that optimizes selling time while maintaining ongoing account discovery.
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