In this White Paper by CustomerThink you will learn:
In boom times or not, increasing sales revenue is nearly always a top business objective for enterprises large and small. The key question, of course, is how?
As you’ll learn in this white paper, increasing sales productivity is one popular way to improve the top line of any business. When all is said and done, however, productivity is based on the ability of individual sales professionals to achieve their objectives. While it is clearly important for reps to meet individual revenue targets (quotas), everything they do must be aligned with the revenue and business objectives of their enterprise.
So the main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). Both are important and require strong leadership and teamwork between the sales and IT departments.