The Federal Bureau of Investigation is known coast to coast for their 10-Most-Wanted List. Each week, they review and update the list, removing people who have been captured and adding people who warrant it. You can use the same idea to focus your time, energy, and resources on your best prospects by having your own 10-Most-Wanted list
ACTION ITEM
Make a Top 10 list and develop the weekly discipline to update it. Be sure to make assignments so that your staff knows who is responsible for each prospect on the list.
Terry, a very effective sales manager, believed that, if his salespeople tried to sell to just any old prospect, they would probably do a poor job and not sell anything. He learned that he had to get them focused on their best sales opportunities. Each Monday morning, he required his associates to complete a new Top 10 list for action that week. He also required them to write beside each item the action or activities they were going to take that week to turn that prospect into a customer. By having them focused, and having a copy of their Top 10 action plans, he kept them on target to go after their best prospects.