Sales Management: Customer Results Selling
Product DetailsSales productivity takes place face to face and voice to voice with the customer. Although this may appear to be an obvious statement, most companies haven't thought about what this point really means when it comes to taking steps to increase sales productivity. Every action a company takes to help their salespeople become more productive must be examined in light of what those actions will actually cause salespeople to do when in front of a customer.
Three common actions that prevent sales productivity increases
Unfortunately, the quality of each customer interaction is extremely difficult to measure in business to business selling where multiple contacts are required to win a sale. As a consequence, companies tend to ignore this most important aspect of sales productivity when making decisions on how to increase it. The three most common mistakes almost all businesses make when attempting to raise sales productivity are: …