Sales Rep Rule 92

On a somewhat lighter side, we are publishing a list of Sales Rep Rules. We will fill them in over time. You can also follow these on Twitter @Sales_Coach and see them compiled at www.Group19.com

If you have rules you would like added, please email us at info@group19.com. We would love your comments added here on this blog.




Sales Rep Rule #92 - Your odds of winning that surprise RFP fall proportional to its size, starting at 25%.



Wow, a large RFP shows up in the office and everyone gets excited. This could be the deal to make our total year. Well, don't get your hopes up. Odds are very much stacked against you, the vendor that receives the unexpected RFP. The odds are stacked entirely in favor of the vendor who helped the customer write the RFP. If the RFP is small, some vendors will just not bid. But, the chance of winning a very large one, keeps even the most savvy sales team interested in taking 2 weeks to prepare a response when they know their odds are slim.

Let's be realistic, if the RFP has come from a customer you know, it may be politically difficult to not bid. However, if you must bid, recognize your efforts for what they really are.