Productivity. It’s a super trendy concept that is usually coupled with other buzz-words like “streamlining systems,” “scaling processes,” and “time-saving tactics.” But what does “productivity” actually mean in a sales context? Sales Productivity Definition When we talk about sales productivity, we’re talking about the ratio of effectiveness (the outcome of a task) versus… Read More
You know the statistic: it can be up to 25 times more expensive to get a new customer than retain an existing one. But that’s not the only benefit. Forecasting your revenue or planning your performance goals gets a whole lot easier when you have a base of renewing customers. A consistent professional relationship… Read More
You wouldn’t think it, but some of your top sales reps may not be as happy as you think they are. They may be hiding negative feelings of frustration and resentment about the job as they hide behind a mask of a smile. This unhappiness could cause them to leave abruptly. Today’s salesforce… Read More
Most sales reps are in desperate need of a lesson in work-life balance. A 2017 HubSpot survey of over 500 salespeople revealed just how bad work-life balance is in the sales world. Some of their startling findings include: One-third of salespeople say their job negatively affects their personal life. 68% described their lifestyle as challenging.… Read More
Source: Geoblink The most successful field and remote sales reps weren’t necessarily born that way. Many take the time to regularly implement some powerful strategies into their daily and weekly routine that help set them apart from the rest. Some of the things that differentiate these great sales professionals from the ordinary are the… Read More
Picking up the phone to call a sales prospect can cause anxious emotions and rising heart rates faster than many other situations. Even for the most experienced sales reps sometimes. Phone anxiety is not a myth. The line starts ringing and you suddenly hit a wall. You feel like your pitch just went out the… Read More
We all wish there were another 6 hours (at least!) in the day so that we could make contact with the prospects we need and want to, and could complete our seemingly endless to-do lists. As a sales professional, you know how true the old proverb is that says “time is money”. Every minute you… Read More
Hang up the phone. We have an announcement: that person you’re about to cold call probably hates cold calling just as much as you do. As the twenty-first century has chugged along, successful cold calls have gone the way of the door-to-door Kirby sales pitches--that is, in the trash. According to a study by… Read More
If you want to meet your company’s sales goals consistently, you have to have an outstanding sales force behind you. But how do you know if you’ve got the right people who will get the job done? And how do you get more of them? Hiring business to business sales reps has become… Read More
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