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The whole sales force productivity improvement process – soup to nuts!

What is Customer Universe?

What is Customer Universe?

The term ‘Customer Universe’ is often used in discussions in the context of sales force management—but what exactly does it mean and why does it matter? In the context of sales force optimization, Customer Universe is the total group of clients that you are currently targeting plus the clients you are not seeing. In short, […]

Who is supposed to lead a sales call?

Who is supposed to lead a sales call?

In the world of sales, there are two types of calls, and you need be ready for both to close a deal The business of sales can be quite unpredictable. You can have a well-planned presentation for a client, but halfway through it the client can derail you with questions and requests about topics you […]

Cutting down on sales rep drive times

Cutting down on sales rep drive times

When it comes to business, everybody knows “time is money.” For the hard-working sales rep, this means driving long hours to meet clients. With that in mind, minimizing drive times (or ‘windshield time’ as some may say) is critical in maximizing the bottom line and boosting rep moral. The best way to do both is […]

What is a Sales Force Alignment?

What is a Sales Force Alignment?

Assigning sales reps to accounts is easy. In fact, a sales manager with four reps and 20 accounts in a given area could have more than 1-trillion possible assignment combinations to choose from. As earlier said, assigning reps to accounts is easy. But structuring them in the most efficient alignment possible is another thing altogether. […]

The Importance of Territory Realignment

The Importance of Territory Realignment

Change is as much a part of the real world as it is of business. As time passes, minor changes in the business environment will build and accumulate. They’ll become important issues that can affect sales if they aren’t addressed regularly. For this reason, sales territories need to be re-evaluated and redesigned on a regular […]

Placing New Products in your Promotional Grid

Placing New Products in your Promotional Grid

Introducing a Brand New Product into your Promotional Grid How important is a new product launch to the overall success of a company? It’s extremely important! Companies spend millions of dollars on research and development of new products, and they highly depend on the first few months of the launch to recoup all those costs. […]

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