What would your commission check look like if you got back 260 hours of selling time? Improving the productivity of a sales team is an ongoing battle that all managers constantly face.
A key to success in business development, as in any strategic endeavor, is picking winnable battles. A major factor in determining whether or not you’re getting involved in a winnable battle is through qualification.
The training period for a new inside sales rep often times exceeds well over six months. That is six months that you spend training a new hire and six months that the new hire is not getting you sales.
Nothing says I don’t care quite like sending out an email to a prospect that shows you have no idea where they are in the buying process and you don’t really care to figure that out.
Wouldn’t it be nice to know exactly when every one of your prospects opens an email without having to send a read receipt? How beneficial would it be to your follow up calls to know exactly when a prospect clicked on a proposal, contract or SOW?
Isn’t improving productivity (effectiveness and efficiency) the only way to meet 2015 revenue targets? A study published in the SalesForce.com blog tells us that the Sales Teams are being “more than challenged” in the goals being set for 2015