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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 […]

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. […]

Sales interns v.s. Seasoned Sales Reps

Sales interns v.s. Seasoned Sales Reps

Accurately assessing your sales force when you mix non-experienced interns with seasoned sales reps It’s always important to know the true number of Rep Equivalents in your sales force. Keeping track of this number lets you accurately evaluate the overall productivity and profitability of each rep. Still, when it comes to gauging profitability, the general […]

Selling to Crocodiles

Selling to Crocodiles

Of course, you’re not literally selling to crocodiles—that’s just crazy. The phrase was coined by marketers to describe the bombardment of advertising towards target clients and why the majority of those ads just don’t stick. According to studies, we are exposed to thousands of advertisements on a daily basis. Of all these ads, you’ll only […]

Key Point to Consider When Re-Designing Your Sales Territories

Key Point to Consider When Re-Designing Your Sales Territories

If you’re thinking about re-design your sales force territories then here are some essential elements to include and some pitfalls to avoid: Key Point: Workload should be the main measure used to balance the territories.  Typically this will be the planned calls to the accounts. If a solid customer segmentation is in place this will […]

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