Is your sales team disciplined, consistent?

We were working with a client who is the founder of a highly successful growth start-up in Northern Colorado. We asked him for his definition of discipline (we find many founders are strong in their discipline). He said quite simply: being consistent. When we talk about being consistent in sales, it can mean two things. Most of the time, we’re talking about consistency in behavioral execution including prospecting behaviors, sales call activity and application of good fundamental technique.

Are the people on your business development team consistently meeting new people and qualifying prospects? Are they…