Managing the Pipeline is critical to the two segments covered in our previous blogs: Part I and Part II: Increasing Sales Productivity using the best SFA and choosing the most appropriate Sales Methodology for your company.
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Viewing entries tagged Customer Segmentation
Increasing sales productivity has been one of the highest priorities during the economic downturn as companies struggle to achieve their profit goals. Cutting expenses is only effective for so long; eventually, sales must increase for a company to consistently grow profits.
Sales organizations have historically been difficult to manage. While most companies understand the trade-off between a successful sales profile and an easy-to-manage employee, they have found managing successful sales people to be exasperating.
Sales organizations have historically been difficult to manage. While most companies understand the trade-off between a successful sales profile and an easy-to-manage employee, they have found managing successful sales people to be exasperating.
Some Sobering Statistics ...
- 70% of all Trade Show Leads are never followed up by sales reps
- 60% of Business-to-Business leads took over 60 days to follow up
- Advertising studies indicate that 20% of inquiries about your products or services end up purchasing from someone (either you or your competition) within six months and 45% end up purchasing within 12 months
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