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Posted on Monday, September, 1, 2008, 3:29PM As you’ll learn in this white paper, increasing sales productivity is one popular way to improve the top line of any business. When all is said and done, however, productivity is based on the ability of individual sales professionals to achieve their objectives. While it is clearly important for reps to meet individual revenue targets (quotas), everything they do must be aligned with the revenue and business objectives of their enterprise.
So the main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). Both are important and require strong leadership and teamwork between the sales and IT departments.
I’ll look at what sales executives, thought leaders and reps in the field say contribute the most to sales productivity, as well as the critical role technology can play. I’ll examine the key findings from a 2008 CustomerThink survey of sales professionals and business managers. Finally, I’ll review the practices that sales and IT leaders should follow for the best chance of success.
In conclusion, the key to ramping up sales productivity in your organization is finding the points of leverage—where investments will yield the best return. Odds are you’ll find there are opportunities to not only increase the available selling time but also ensure that time is focused on working with the right customers using a sound sales process, enabled with easy-to-use technology.
Microsoft Dynamics™ provides powerful software that helps organizations drive down costs, improve operations, retain and build customer relationships and continue to innovate in challenging economic times.
For more instant information about products by Microsoft Dynamics, please call 1-888-477-7989.
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