Sales territories are a cost-effective way for sales managers to strategically divide their sales force by assigning specific customer groups to individual reps based on customer demographics and geography. By allocating different sales territories to individual reps, sales managers are able to maximize the productivity, and promote economies of scales in field sales. Although sales territories are integral in achieving peak efficiency within a company, formulating the correct dimensions for each individual sales territory can be difficult. It is important that you establish manageable and well-balanced territories to ensure effective usage of resources and time. Sales territories are often…
When contemplating sales enablement, many business leaders immediately think of training and coaching. In reality, however, a successful enablement initiative also requires effective use of technology and for salespeople to be provided with the right content at the right time, in order to carry out their role to the best of their ability. Essentially, this means that your sales collateral - the materials you produce to assist your sales team - can go a long way towards deciding how successful your enablement strategy is. In this article, we explore the different types of collateral that empower reps and allow…
Just think. If you improve by 1% everyday, in 1 year your efficiency would increase 365%. That is the philosophy of Kaizen (改善), Japanese for continual improvement. Using Kaizen as a sales strategy will consistently improve your daily tasks by reducing waste and unreasonable work methods. As a result, Kaizen coaxes out good quality and optimal efficiency. Kaizen works because small changes are easier to make than big changes, and thus more successful. Over time those small changes create big results One small change at a time. That's all it takes to enhance your productivity and sales strategy. How…
Q&A with Andrew Friedenthal, CRM Market Analyst for Software Advice: Recently Andrew Friedenthal, CRM Analyst for the online reviews firm Software Advice, released a new report studying the ways in which a comprehensive sales force database can benefit your sales team and customers. We had the opportunity to talk with Mr. Friedenthal to learn more about what his research uncovered. 1) What is a sales database? The sales database is the heart of your sales force automation (SFA) system. This is where you'll store all the information about your clients, customers, leads and prospects. This information could include their…
New Tools, Better Sellers Salespeople constantly adopt new technologies to make sales more strategic and efficient. These technological developments disrupt the sales system and equip sales reps with more tools to best optimize their performance. Currently, modern sales technology continues to change every stage of the sales process and the way reps engage with customers. Yet, this isn’t a new concept. Here's an example: the invention of the telephone in 1876 along with an ancient manuscript, the phone book, created telemarketing, the most revolutionary sales process of the time. However, cold calling is now an outdated concept. Younger generations tend…
Sales territories are a cost-effective way for sales managers to strategically divide their sales force by assigning specific customer groups to individual reps based on customer demographics and geography. By allocating different sales territories to individual reps, sales managers are able to maximize the productivity, and promote economies of scales in field sales. Although sales territories are integral in achieving peak efficiency within a company, formulating the correct dimensions for each individual sales territory can be difficult. It is important that you establish manageable and well-balanced territories to ensure effective usage of resources and time. Sales territories are often…
When contemplating sales enablement, many business leaders immediately think of training and coaching. In reality, however, a successful enablement initiative also requires effective use of technology and for salespeople to be provided with the right content at the right time, in order to carry out their role to the best of their ability. Essentially, this means that your sales collateral - the materials you produce to assist your sales team - can go a long way towards deciding how successful your enablement strategy is. In this article, we explore the different types of collateral that empower reps and allow…
Just think. If you improve by 1% everyday, in 1 year your efficiency would increase 365%. That is the philosophy of Kaizen (改善), Japanese for continual improvement. Using Kaizen as a sales strategy will consistently improve your daily tasks by reducing waste and unreasonable work methods. As a result, Kaizen coaxes out good quality and optimal efficiency. Kaizen works because small changes are easier to make than big changes, and thus more successful. Over time those small changes create big results One small change at a time. That's all it takes to enhance your productivity and sales strategy. How…
Q&A with Andrew Friedenthal, CRM Market Analyst for Software Advice: Recently Andrew Friedenthal, CRM Analyst for the online reviews firm Software Advice, released a new report studying the ways in which a comprehensive sales force database can benefit your sales team and customers. We had the opportunity to talk with Mr. Friedenthal to learn more about what his research uncovered. 1) What is a sales database? The sales database is the heart of your sales force automation (SFA) system. This is where you'll store all the information about your clients, customers, leads and prospects. This information could include their…
New Tools, Better Sellers Salespeople constantly adopt new technologies to make sales more strategic and efficient. These technological developments disrupt the sales system and equip sales reps with more tools to best optimize their performance. Currently, modern sales technology continues to change every stage of the sales process and the way reps engage with customers. Yet, this isn’t a new concept. Here's an example: the invention of the telephone in 1876 along with an ancient manuscript, the phone book, created telemarketing, the most revolutionary sales process of the time. However, cold calling is now an outdated concept. Younger generations tend…
