Sales Training Journal

A series of tips on maximizing sales efficiency because at some point in your sales role, you’ll need to address this and make selling more efficient. This blog article isn’t about being more productive, but you should focus on sales activity that makes you more productive and more efficient. You’re always looking to become more efficient because you may uncover some tremendous opportunities for improvement when you map your entire sales process out from start to finish. Don’t leave anything out. However, don’t create things to measure just to have things to measure. We are all in data overload, and the last thing you need to do is to create more useless data. It’s a time waster for everyone involved. It’s not about being viewed as cutting edge or super intelligent or slicker than everyone else. It’s not about being impressive; it’s about driving your sales efficiency. Ch...

Maximizing sales effectiveness and revenue growth is a challenge facing not just sales management but front line salespeople as well. If sales effectiveness is about the ability of a sales team to successfully convert prospects into customers and achieve sales goals, the question is, how does a company go about boosting sales performance? What are the various strategies, techniques, and tools the sales organization will use to improve the efficiency and productivity of the sales process?. In a nutshell, the sales strategy defines sales tactics, and sales tactics define sales effectiveness—the type of actions salespeople take to open opportunities, move deals forward, and then close. To maximize sales effectiveness, then you must first understand the externals in your business and then make choices about how your strategy proposes to deal with the opportunities and threats inherent in those market realities. In any business, value is created or...