The Signs
None of these is fatal alone, but two or more together usually point to a program that has drifted from its market.
- Dials are steady while conversations fall
- Reps are working the same accounts again
- Meetings are booked but rarely held
- Sales has stopped trusting the leads
- Nobody can name the last message test
Where to Start
Begin with your list. Stale data causes more outbound problems than bad scripts do, and it is the cheapest thing to repair.
Reset in Small Steps
Change one thing at a time and measure it for two weeks. A steady run of small fixes will teach you more than a full rebuild.
