My agent
(the salesperson
for my books)
told me she’d follow up
with me
by the end of the month
regarding a manuscript
she was shopping around.
I waited a few days
and then I contacted her.
Not only
had she forgotten
about following up with me
but she had also forgotten
about following up with publishers
(my customers).
A salesperson who doesn’t follow up
is unlikely to close deals.
This is an easy thing
to test for
during interviews.
Simply give candidates
information to retrieve for you.
If they follow up,
move them to the next level.
If they don’t,
discard them as candidates.
Great salespeople follow up.