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According to a recent survey, sales productivity and performance has been identified as the top challenge when it comes to managing account executive teams. What’s even more interesting is that this is a growing trend – in 2012, 44% of respondents reported that productivity and performance were the biggest challenges, while that number went up to 49% in 2017. Given that your sales team’s productivity and performance are the factors that directly impact your bottom line, it’s essential to deal with it properly and in a timely manner. Besides, the average salesperson spends less than 36% of their time actually selling, most probably because they’re most probably stuck doing administrative tasks, sitting in meetings, and doing other non-revenue generating stuff. And let’s not forget that many sales reps, almost 80% to be more precise, don’t use a time-management methodology. That’s why you need to come up with different tactics and strategies that will help them step up their game and unleash their inner killer salespeople. And of course, you should be their role model. So, what are the best tactics to turn your sales team into a well-oiled sales machine?

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