8 quick steps to calculate your sales rep/territory managers drive time...
For territory based sales reps, visit : drive time ratio SHOULD be a critical kpi and sales team productivity focus. Sadly, very few B2B sale organisations measure it. As our cities get bigger and...
View Article8 quick steps to calculate your sales rep/territory managers drive time...
Last week we prosecuted the importance of visit:drive time ratio for the on-the-road B2B sales team…with specific focus on the drive time denominator. In fact I put out there for your consideration, 8...
View Article8 quick steps to calculate your sales rep/territory managers drive time...
In the previous two instalments of this post, I prosecuted the importance of visit:drive time ratio for the on-the-road B2B sales team (sales team productivity)…with initial specific focus on the drive...
View Article8 quick steps to calculate your sales rep/territory managers drive time...
Last post, we lingered on the two broad types of tier 1 +/- tier 2 customer visits/contacts. Proactive and responsive visits/contacts. First focusing on responsive…when the customer initiates...
View ArticleNewer, novel forms of customer communications characterising account...
A long standing client of ours asked us about this recently. Three things were bothering him in terms of productivity and cost-to-mobilise of his own sales team … Are there ways to rebalance our...
View ArticleAll trends eventually come full circle…sooner or later
Hire for sales attitude and aptitude – not technical knowledge? Are we witnessing the commencement of the turnaround? When I started my career in sales in the good old days of the mid 80’s, the world...
View ArticleHow to arrest the sad decline of relevance of your B2B sales team
Four meaty conversations with Heads of Sales last week provoked me to lament that many such sales leaders continue to struggle to reinvent the function of their sales teams to address the permanent...
View ArticleHow Do We Compare on Sales Team RoI?
How do we compare on sales team RoI? Run a very simple litmus test. Take the total revenue budget that you hold the sales team responsible for delivering Apply a cost-of-goods gross margin conversion...
View ArticleTry before you buy – creative and clever pathway to determining if you can...
Many of us have found ourselves in the position , selling a technical service , where the successful sales exec (hunter) needs a prerequisite level of technical and industry knowledge that does not...
View Article“Sell the benefits not the features!”…..but are you REALLY making the...
Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit...
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