Should every partner have a CAM?
Every qualified partner should have a CAM who either calls on them in person or by phone. Consistent with Pareto’s Rule, 20% of your partners will give you 80% of your results. The other 80% should have someone to contact for any assistance they may occasionally need. Within the 20% of productive partners are the highest performers, or those with the greatest potential, who should have a personal CAM. The rest should be serviced from an inside support team. Ask yourself, how many productive salespeople would you leave without a manager?
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