By | September 27th, 2016|Best Practices|

To a business, there is nothing more valuable than a good customer. Yet, ironically, most companies spend more time trying to find new customers than they do nurturing the ones they already have. A few facts to consider: On average, it costs five times more to acquire a new customer than it does to keep [...]


By | September 22nd, 2016|Best Practices|

If there is one factor that is common among successful sales organizations, it is performance consistency. Good sales team leaders don’t rely on their salespeople’s individual personalities, experience, quirks and work habits to steadily generate high numbers. Instead, they ensure performance consistency and high sales productivity by identifying Best Practices, training their staffs in these [...]

4 Ways You’re Secretly Harming Your Sales Team’s Productivity

By | September 20th, 2016|Sales Productivity|

Of course you want your salespeople to succeed. But while well-intentioned, some of your actions and policies may actually be undermining your group’s performance. Here are four ways you may be secretly harming your team’s sales productivity: Not Providing the Right Sales Tools In an effort to control costs, many sales organizations skimp on the [...]

Do You Know Your Company’s Cost Per Sale?

By | September 14th, 2016|Sales Productivity|

Do you know how much it costs your company to make a sale? It takes money to find, nurture and close customers.  Some of these costs are easy to compute. Others are a bit more elusive.  But once you can accurately measure your cost-per-sale, you can take steps to reduce it. And that is the [...]

Six Ways Automation is Improving Sales Productivity

By | September 7th, 2016|Sales Productivity|

Automation offers many opportunities for sales organizations to increase their productivity and close more deals. Technology can not only streamline repetitive tasks, freeing up salespeople to engage in core selling, it can reveal patterns and opportunities that allow organizations focus their resources on tasks likely to yield the greatest returns. Here are six ways sales [...]

6 Unusual Ways to Make a More Productive Sales Force

By | September 2nd, 2016|Sales Productivity|

Have you already tried increasing incentives and staging sales contests, only to see your sales numbers remaining flat?  Here are six unusual but highly effective ways a company can improve sales productivity. Implemented and managed strategically, they can optimize revenues throughout even the largest and most dispersed sales departments. Identify & Propagate Best Practices. In [...]

What is Sales Productivity – And How Do You Measure It?

By | September 2nd, 2016|Sales Productivity|

Every day, businesses face the same question: How can we make more money? For businesses that depend on salespeople to generate revenue, the answer tends to boil down to two options: Hire more salespeople. Get more from the salespeople already there. Since Option 1 tends to be expensive and time-consuming, most revenue-seeking companies choose Option [...]