Enabling The Effective Sales Force
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Three strategies to accelerate sales.
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Enabling The Effective Sales Force
- 1. Enabling the Effective Sales Force Presented by: Tonya Signa Sept. 18, 2009
- 4. Sales Rep Time Allocation Almost 2/3 of sales time is spent NOT selling! Source: CSO Insights 2009 Sales Performance Optimization Study
- 5. More Selling Time = More Revenue Source: CSO Insights 2009 Sales Performance Optimization Study Selling Time % of Reps Meeting Quota >40% 64% 30-40% 59% <30% 54%
- 16. Match Content to Buying Cycle
- 18. “ Thinking back to your initial meeting, what percent of reps were….” Buyer-Seller Alignment Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296
- 19. “ Which one of the following areas do sales reps need to know better about you and your company in order to improve the value of your relationship with the company they represent?” Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296
- 20. “ Which of the following is the #1 thing a rep can do to improve the value of your relationship with the sales team and the company they represent?” Source: IDC Customer Experience Panel, January 2009 Number of respondents = 296
Editor's Notes
- aside the generic pitch is by far was the one thing reps can do improve the relationship. Don’t sell, consult. Key message is don’t sell me, put aside the generic pitch, then know my business, don’t make me educate you, then next most important thing is make sure you bring the right ppl to the mtg. Come in and tell me how you can improve my business – know my industry, know my market – go in with a game plan to uncover and discover their needs and objectives (sharing trends analysis that will have a conversation) Decision makers may be extremely busy today, but they always have time for sellers who bring value.