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Sales Productivity

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Feb. 27, 2012

Brian MacIver and 7 other people answered this question

What are some of the best techniques to make sales teams more efficient and effective?

“Team Selling” is, as you so rightly say, becoming increasingly important in Complex Selling.
When we go from Individual endeavour to Team work lots of things have to change.
I will take your two key words separately; “efficiency” is how much work we can do ... more

Sales Productivity

Jan. 1, 2012

Steve Young asked a question

Has anything changed?

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Sales Strategies

July 28, 2011

Brian Jeffrey answered this question

How often do you hold sales meetings?

I'm a big fan of a first-of-the-week, one hour (or less) sales meeting that quickly reviews what happened last week, what is expected to happen this coming week, company updates, and what problems/situation need my attention as the sales manager so that my people has ... more

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Sales Productivity

May 26, 2011

Jason Gregory and 3 other people answered this question

How would an individual increase his sales volume when his item is not a product but a service?

The easiest way to sell more of your services is to sell to the people who are already using your services. Second, I would target non active clients who have used your services in the past. Third, target your competitor's clients. more

Sales Productivity

May 6, 2011

Alex Shootman and 1 other person answered this question

Some believe that "sales process" equals "sales script." How would you clarify the difference?

Ellen, my view of the difference between a sales script and a sales process is the difference between playing a written piece of music and improvising a jazz solo off a riff and scale.
Our sales process contains three critical elements in each of the four ... more

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Sales Productivity

Feb. 15, 2011

Dave Brock asked a question

What are the 3 important things you're doing to improve your sales team's productivity this year?

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Sales Productivity

Jan. 28, 2011

Don Perkins and 1 other person answered this question

What are the most important metrics to track and improve your sales productivity?

Hi Andi
The question of sales productivity metrics should be built on desired outcomes. If all we're looking for is: "how hard are you trying," then traditional metrics like call volume, emails sent, hours worked, contacts made - will do just fine.
Increasingly however, businesses ... more

Productivity Improvement

Sales Management

Jan. 25, 2011

Soumya Prakash Dhar and 4 other people answered this question

What are some tips for making a new salesperson productive quickly?

I think and also support what has been suggested till now and will insist that good process documentation and other support tools like right role evaluation and also CRM are very critical to get the new sales hire started on the desk.
The sales person ... more

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