At any time in the sales period, there is a gap. The Gap is the space between the sales goal and the sales actual. The gap is also the space between the sales goal and the sales that are projected to close. As sales and sales management professionals, we are always minding the gap…because there is GOLD in the gap.
Minding the gap is what makes us pick up the pace, drill down, dig in. Minding the gap and filling it with business is the game and the challenge of selling, because there will ALWAYS be a gap for us to learn how to manage. And all good and consistent sales winners have a strategy for coming from behind and closing the gap and making goal in the face of adversity, and against the sound of the naysayers spouting the impossibility of making goal.
Minding the Gap is not just for London tube riders, it’s for anyone committed to making the goal a reality.