What do great sales reps know that the rest of your team doesn’t? As this article on SellingBrew notes, great sales reps know when an opportunity isn’t a real opportunity. So they just say no to it and stop wasting time. It’s even harder to be great at closing the real opportunities if you’re wasting your time on non-opportunities.
Or, as Jobs said:
“People think focus means saying yes to the thing you’ve got to focus on. But that’s not what it means at all. It means saying no to the hundred other good ideas that there are. You have to pick carefully. I’m actually as proud of the things we haven’t done as the things I have done. Innovation is saying no to 1,000 things.”