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Increasing Sales Teams' Productivity

Written by: Michael Heah

Article Overview: Sales people may appear to be busy but they may not be bringing in the desired results. Here are some tips to help them.

Increasing Sales Teams' Productivity



The situation

"Is there a better way to raise the productivity of sales people in an organization? My sales people are busy but do not produce the kind of results that we want."



Strategy

Let us work backwards: identify specifically the kind of results you want from your sales people first and then define the behaviors that can make them happen.

There is no doubt that you want more sales but there can be other considerations as well, like specific customer groups to focus on, or selling to existing customers, etc.

Once you are clear on these desired behaviors, it will be easy to track and measure their progress. Otherwise you will have little clue as to whether they are doing the right thing or not, which can often result in wasteful activities that are costly in time, effort and money. Powerful Questoins

• Identify five key result areas you want from your sales people.
• What are two to three behaviors that you want to see happening in each of these?
• What criteria will you use to track their performance in each key result area?
• How can you tell whether they are doing well or not?

Related Articles
  Setting Sales Appointments
  Sales Success vs. Sales Productivity: Are They the Same?
  Monitoring Inside Sales Productivity
  Time Management Sales Effectiveness
  4 Keys to Achieve Success With Your Virtual Teams

Article Tags: coach, KRA, performance, sales coaching, sales team



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Re: Online Sales and Marketing vs Traditional - [quote="ltrahan":31w9r2iz]Hi Evan, I am noticing that many of the posts in the Sales/Marketing section deal with online marketing, SEM and and SEO and Affiliates. I was wondering if it might be a good idea to separate that section into two; 1) Online Sales and Marketing; 2) Traditional Sales and Marketing[/quote:31w9r2iz] I second the request...
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Hello From Marietta GA! - Hello All! My name is Tim Naylor and I am in Direct Sales! I am glad I have found EC's sites and I hope to learn and share a lot!


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