How efficient is your outside sales team? How many times have your sales reps walked into the office of a prospective lead, only to find that they’ve already spoken to another rep in your company? Or, what about the times your reps go all the way out to the boondocks to meet with a lead,…
Outfit pressed and hair coiffed, it’s time to set out into the field to meet with prospective clients. Being the face of the product/service makes the role of an outside salesperson an important one. This face-to-face interaction is what sets outside sales apart from their inside selling counterparts. In this comprehensive guide, we’ll talk you…
In most verticals, competition is at an all-time high and top sales organizations are looking to get the most value from their teams. With a focus on efficiency, sales territory management is a main driver for ensuring that the time and energy of each outside sales rep is focused on the activities that will have…
On average, 50% of a sales rep’s time daily is wasted on poor prospects. Even if you only have five full-time reps, that’s 100 paid hours every week that have zero ROI. You can almost hear the cash going down the toilet. However, this stat might be less surprising when you learn that companies spend…
If you’re running a top-performing sales organization, your sales reps are on the go by design. Salespeople are the perfect candidates to take advantage of the productivity benefits offered by mobile sales tools. With a plethora of apps for sales professionals on the market, it’s hard to know which ones are best suited for you…
Sales organizations are more challenged than ever with a connected world, complex offerings, and what seems like an endless world of prospects. Without a strong sales territory plan, sales teams may feel all over the place, and as a result may not be producing the best results for your customers or your organization. If you’re…
Key Sections: 1. Choosing the Right Metrics 2. Process & Procedure Metrics 3. How to Make Metrics Matter On the surface, selling seems simple. Your sales team just needs to talk to prospects about their problems and your solutions. However, as a sales manager you know it’s not so cut and dry. There’s a little…
Our interview with sales guru Jeff Johnson discusses how you should evaluate your sales pipeline. In this video, we discuss: What must your pipeline contain in order to be most fruitful? How often should you review and refresh your pipeline? Is there a magic number you should always have in your pipeline? How do you ensure success…
Business to Business (B2B) prospecting is the pillar of lead generation. When prospecting for new business, the idea is to get as many quality prospects as possible, which requires you to be able to identify and target the right prospects. However, this prospecting strategy is not as easy as it sounds and is often an…
