Sales Productivity

The "When" and "How" of Work Matters Less The traditional workday and workweek have both been obsolete for over a decade. They were unworkable before the pandemic, and they are unworkable now. Deals are not made solely during business hours, and creativity doesn't follow a rigid schedule.  We have stubbornly clung to this relic for so long, and it is baffling. Different people hit their productivity peak at different times. The Atlantic noted that many people have internal clocks that don't work with a nine-to-five schedule. With any luck, COVID-19 will destroy this outdated standard for good.  By nature,…

The most overwhelming part of being an outside sales rep is building a brand-new territory from scratch. Managing a territory is like running a business: you’re the one who decides if your territory succeeds or fails—and there are no days off. Your territory plan is a blueprint explaining how you’ll turn your region into a profitable operation. Your plan needs to demonstrate that you can develop a territory like a top outside sales rep with the right tools at your disposal.  A common mistake is thinking that you can improvise instead of creating a detailed sales plan. These are…