SlideShare une entreprise Scribd logo
1  sur  39
10 Sales Tips For Improving Your Productivity
Successful salespeople are constantly
looking to optimize their productivity
and improve their selling efforts.
Here are 10 practical tips that can
help any sales rep or sales manager
have a successful selling year.
Enjoy and share!
WRITE SHORTER EMAILS1
Business professionals
received an average of
85 emails per day in
2014. That’s almost 600
emails each week!
A McKinsey study concluded that we spent at
least 1/3 of our work time reading, organizing,
and replying to emails.
We are all fighting to clean up our
inboxes, so chances are a busy decision
maker – especially one you don’t have a
standing relationship with – will skip
over the short novella you emailed.
If you want to
improve
engagement
from your
emails, cut the
fluff and get in
the habit of
writing short,
smartphone-
sized messages.
Author and social media guru,
Guy Kawasaki – a person that
likely receives thousands and
sends hundreds of emails every
day – sticks to a 5 sentence
email format.
“Whether UR young or old, the
point is that the optimal length
of an email message is five
sentences. All you should do is
explain who you are, what you
want, why you should get it,
and when you need it by.”
If you are feeling bold, you could aim for even shorter. Hootsuite CEO,
Ryan Holmes subscribes to a 3 sentence philosophy. Just take a look at
the last part of his email signature below.
“I’ve trained myself to leave out the fluff and keep only the most
essential points in an email. If I absolutely have to say more, I just pick
up a phone or talk in person.”
GET SMARTER ABOUT
MANAGING EMAIL
2
Neil Patel, cofounder of KISSmetrics, recommends you ensure
you have time to respond to an email before you open it and
spend time reading it.
"If you decided to respond later on, it will cause you to have
to re-read the email, which is an inefficient use of your time.”
Zendesk CEO and founder, Mikkel
Svane, says that most emails are
not urgent and do not need an
immediate response.
"Take a breath and wait a minute
before jumping into the fray on
group emails and non-urgent
issues. You’ll find that sometimes
the most powerful response is no
response at all.”
SHORTEN YOUR MEETINGS
WITH PROSPECTS
3
Try scheduling short, 15 minute meetings with
prospects. This will help you have more productive
and effective meetings. Read this post to learn more
about how you can improve your sales results with 15
minute meetings.
Ralph Grimse, partner at The
Brevet Group, is an advocate of
short “connect” meetings.
“I have found that sending
messages with the word ‘connect’
in the headline and a quick
request for such a meeting
incredibly successful. Between the
headline and the timing, this
approach is incredibly non-
aggressive, non-confrontational
and difficult to say no. Can you
really not spare 15 minutes on the
phone or in person?”
IMPROVE YOUR
FOLLOW-THROUGH
4
Just because you’ve
got a foot in the door,
doesn’t mean you’ve
closed the sale. Keep
up your persistence
and do everything
you can to stay
connected with the
prospect post your
initial meeting.
80% of sales require 5 follow-up calls after
the meeting. 44% of sales reps give up after
1 follow-up. See more mind-blowing sales
stats here.
INVEST MORE TIME
IN RESEARCH
5
Set aside ample time
to research your
buyer before you
reach out to them.
The most frequent
reason sales reps are
outsold is that they
didn’t talk to the
right people, so use
the research phase
to learn whether
your lead is a
decision maker.
Avoid sending generic, mass-mail messages.
Instead, use the many research tools available to
find valuable information about your prospects and
craft more personal and relevant messages – they
are much more likely to capture the attention of the
recipient.
NOW – MAY 1ST
GET $100 OFF
OUR PROFESSIONAL
SELLING PROGRAM
Learn MoreLearn More
BETTER QUALIFY LEADS BY
LEARNING ABOUT YOUR
COMPETITORS
6
A well qualified lead will be ready to buy and will ultimately make a
purchase – either from you or from one of your competitors.
Ask the prospect who else is calling on them. If the answer is “no one,”
you may not have done a good enough job of qualifying – they are
probably not ready to buy.
BE MORE PRODUCTIVE WHEN
WORKING FROM HOME
7
Kyle Porter, Founder and
CEO of Salesloft, has three
great tips that can help you
stay focused and
productive while working
from home:
1. Separate the area
designated for working
from where you relax.
2. Stick to a work schedule
as if you were in the office.
3. Make it easy for your
team to reach you while
you are at home.
UPDATE AND USE YOUR
MARKETING COLLATERAL
8
Many companies have
great marketing
collateral, but their
sales reps never learned
to use it. Marketing
materials are there to
help you sell, so get in
the habit of sharing
them with your
prospects.
If you don’t have or don’t like your marketing
collateral, work with your sales manager and your
marketing team to create or update it. Aim to
produce materials that are short, simple and easy to
share over email.
BECOME A DISCIPLINED
TIME MANAGER
9
One of the most simple and
powerful concept around
time management is Covey’s
four quadrants. Watch the
following 3 minute video to
see how the four quadrant
model can help you make
the most of your selling
time.
THIS VIDEO IS ONE OF 120+
LECTURES FEATURED IN OUR
PROFESSIONAL SELLING COURSE.
Learn MoreLearn More
CLEAN UP YOUR CRM10
Your CRM system is a valuable asset that can serve
you well in your selling efforts. That is unless the data
that lives there is outdated and inaccurate. Spend an
hour or so every month to make sure your CRM data
is up to date – it will save you time in the long run.
Share this presentation with your team.
Download the editable PowerPoint version.
Check out other free sales
resources by The Brevet Group
Learn MoreSee SlideShare
Check out other free sales
resources by The Brevet Group
Learn MoreGet eBook
Check out other free sales
resources by The Brevet Group
Learn MoreGet eBook
The Brevet Group is a sales
training and sales enablement
firm. We deliver customized
sales performance solutions that
help our clients sell smarter.
Learn MoreFollow us on Twitter
Learn MoreFollow us on LinkedIn
Learn MoreTheBrevetGroup.com

Contenu connexe

Tendances

Tendances (20)

Selling skills
Selling skillsSelling skills
Selling skills
 
Closing Sales Sample
Closing Sales SampleClosing Sales Sample
Closing Sales Sample
 
15 sales techniques to improve the sales process
15 sales techniques to improve the sales process15 sales techniques to improve the sales process
15 sales techniques to improve the sales process
 
Selling Techniques
Selling TechniquesSelling Techniques
Selling Techniques
 
Selling skills
Selling skillsSelling skills
Selling skills
 
Sales Closing
Sales ClosingSales Closing
Sales Closing
 
Sales Call
Sales CallSales Call
Sales Call
 
Sales 101
Sales 101Sales 101
Sales 101
 
Selling techniques
Selling techniquesSelling techniques
Selling techniques
 
Closing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales ProcessClosing: A Natural Step in the Sales Process
Closing: A Natural Step in the Sales Process
 
Selling skills training
Selling skills training Selling skills training
Selling skills training
 
Presentation on Sales Process
Presentation on Sales ProcessPresentation on Sales Process
Presentation on Sales Process
 
Overcoming Objections
Overcoming ObjectionsOvercoming Objections
Overcoming Objections
 
Awesome Sales Closing Techniques
Awesome Sales Closing Techniques Awesome Sales Closing Techniques
Awesome Sales Closing Techniques
 
8 Sales Closing Techniques
8 Sales Closing Techniques8 Sales Closing Techniques
8 Sales Closing Techniques
 
Consultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey MesquitaConsultative Sales Skills-Presented by Jeffrey Mesquita
Consultative Sales Skills-Presented by Jeffrey Mesquita
 
Basic Sales Training
Basic Sales TrainingBasic Sales Training
Basic Sales Training
 
Advanced Professional Selling Skills
Advanced Professional Selling SkillsAdvanced Professional Selling Skills
Advanced Professional Selling Skills
 
The Five Rules Of Closing A Sale
The Five Rules Of Closing A SaleThe Five Rules Of Closing A Sale
The Five Rules Of Closing A Sale
 
Basics of sales
Basics of salesBasics of sales
Basics of sales
 

Similaire à 10 Sales Tips For Improving Your Productivity

7 email marketing strategies that work wonders
7 email marketing strategies that work wonders7 email marketing strategies that work wonders
7 email marketing strategies that work wondersWakeUpSales
 
4 steps to Get A Busy Prospect's Attention
4 steps to Get A Busy Prospect's Attention4 steps to Get A Busy Prospect's Attention
4 steps to Get A Busy Prospect's AttentionAkash Patel
 
5 Email Marketing Mistakes to Avoid - Understandingecommerce.com
5 Email Marketing Mistakes to Avoid - Understandingecommerce.com5 Email Marketing Mistakes to Avoid - Understandingecommerce.com
5 Email Marketing Mistakes to Avoid - Understandingecommerce.comM. Patrick Doherty
 
Sirius sales readiness 22 tips
Sirius sales readiness 22 tipsSirius sales readiness 22 tips
Sirius sales readiness 22 tipsRob Wright
 
The Ultimate Sales Machine - Chet Holmes
The Ultimate Sales Machine - Chet HolmesThe Ultimate Sales Machine - Chet Holmes
The Ultimate Sales Machine - Chet HolmesCanny Digital
 
Accelerate your sales performance.
Accelerate your sales performance.  Accelerate your sales performance.
Accelerate your sales performance. Safe Rise
 
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...The Chief Storyteller
 
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales Success
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales SuccessNetworking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales Success
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales SuccessThe Chief Storyteller
 
The Long & Short of it: leads vs brand
The Long & Short of it: leads vs brandThe Long & Short of it: leads vs brand
The Long & Short of it: leads vs brandOctopus Group
 
9 Lessons for New Product Managers
9 Lessons for New Product Managers9 Lessons for New Product Managers
9 Lessons for New Product ManagersHubSpot
 
5 e mail marketing quick wins- cloud marketing manager
5 e mail marketing quick wins- cloud marketing manager5 e mail marketing quick wins- cloud marketing manager
5 e mail marketing quick wins- cloud marketing managerCloud Marketing Manager
 
10 Step Email Marketing Cheat Sheet
10 Step Email Marketing Cheat Sheet10 Step Email Marketing Cheat Sheet
10 Step Email Marketing Cheat SheetChris Hexton
 
How to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsHow to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsPeopleMetrics
 
Email Marketing Tips & Examples.pptx
Email Marketing Tips & Examples.pptxEmail Marketing Tips & Examples.pptx
Email Marketing Tips & Examples.pptxOSK IT SOLUTION
 
Book Power And Persuasion
Book Power And PersuasionBook Power And Persuasion
Book Power And Persuasionstephenliccio
 
Nurturing Best Practices for Demand Gen
Nurturing Best Practices for Demand GenNurturing Best Practices for Demand Gen
Nurturing Best Practices for Demand GenAsad Haroon
 
30 Sales Teams Share Their Sales Sequences
30 Sales Teams Share Their Sales Sequences30 Sales Teams Share Their Sales Sequences
30 Sales Teams Share Their Sales SequencesElric Legloire
 

Similaire à 10 Sales Tips For Improving Your Productivity (20)

7 email marketing strategies that work wonders
7 email marketing strategies that work wonders7 email marketing strategies that work wonders
7 email marketing strategies that work wonders
 
4 steps to Get A Busy Prospect's Attention
4 steps to Get A Busy Prospect's Attention4 steps to Get A Busy Prospect's Attention
4 steps to Get A Busy Prospect's Attention
 
5 Email Marketing Mistakes to Avoid - Understandingecommerce.com
5 Email Marketing Mistakes to Avoid - Understandingecommerce.com5 Email Marketing Mistakes to Avoid - Understandingecommerce.com
5 Email Marketing Mistakes to Avoid - Understandingecommerce.com
 
Sirius sales readiness 22 tips
Sirius sales readiness 22 tipsSirius sales readiness 22 tips
Sirius sales readiness 22 tips
 
7 Methods for Highly Effective
7 Methods for Highly Effective7 Methods for Highly Effective
7 Methods for Highly Effective
 
30 tips to improve your sales process
30 tips to improve your sales process30 tips to improve your sales process
30 tips to improve your sales process
 
The Ultimate Sales Machine - Chet Holmes
The Ultimate Sales Machine - Chet HolmesThe Ultimate Sales Machine - Chet Holmes
The Ultimate Sales Machine - Chet Holmes
 
Accelerate your sales performance.
Accelerate your sales performance.  Accelerate your sales performance.
Accelerate your sales performance.
 
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...
Better Blogging for Better Results - 8 Tips to Generate Opportunities from Bl...
 
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales Success
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales SuccessNetworking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales Success
Networking as a Sales Tool - 5 Sure-Fire Steps to Increase Sales Success
 
The Long & Short of it: leads vs brand
The Long & Short of it: leads vs brandThe Long & Short of it: leads vs brand
The Long & Short of it: leads vs brand
 
9 Lessons for New Product Managers
9 Lessons for New Product Managers9 Lessons for New Product Managers
9 Lessons for New Product Managers
 
How to create email newsletters that don't suck
How to create email newsletters that don't suckHow to create email newsletters that don't suck
How to create email newsletters that don't suck
 
5 e mail marketing quick wins- cloud marketing manager
5 e mail marketing quick wins- cloud marketing manager5 e mail marketing quick wins- cloud marketing manager
5 e mail marketing quick wins- cloud marketing manager
 
10 Step Email Marketing Cheat Sheet
10 Step Email Marketing Cheat Sheet10 Step Email Marketing Cheat Sheet
10 Step Email Marketing Cheat Sheet
 
How to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetricsHow to Improve the Prospect Experience @PeopleMetrics
How to Improve the Prospect Experience @PeopleMetrics
 
Email Marketing Tips & Examples.pptx
Email Marketing Tips & Examples.pptxEmail Marketing Tips & Examples.pptx
Email Marketing Tips & Examples.pptx
 
Book Power And Persuasion
Book Power And PersuasionBook Power And Persuasion
Book Power And Persuasion
 
Nurturing Best Practices for Demand Gen
Nurturing Best Practices for Demand GenNurturing Best Practices for Demand Gen
Nurturing Best Practices for Demand Gen
 
30 Sales Teams Share Their Sales Sequences
30 Sales Teams Share Their Sales Sequences30 Sales Teams Share Their Sales Sequences
30 Sales Teams Share Their Sales Sequences
 

10 Sales Tips For Improving Your Productivity

  • 2. Successful salespeople are constantly looking to optimize their productivity and improve their selling efforts. Here are 10 practical tips that can help any sales rep or sales manager have a successful selling year. Enjoy and share!
  • 4. Business professionals received an average of 85 emails per day in 2014. That’s almost 600 emails each week!
  • 5. A McKinsey study concluded that we spent at least 1/3 of our work time reading, organizing, and replying to emails.
  • 6. We are all fighting to clean up our inboxes, so chances are a busy decision maker – especially one you don’t have a standing relationship with – will skip over the short novella you emailed.
  • 7. If you want to improve engagement from your emails, cut the fluff and get in the habit of writing short, smartphone- sized messages.
  • 8. Author and social media guru, Guy Kawasaki – a person that likely receives thousands and sends hundreds of emails every day – sticks to a 5 sentence email format. “Whether UR young or old, the point is that the optimal length of an email message is five sentences. All you should do is explain who you are, what you want, why you should get it, and when you need it by.”
  • 9. If you are feeling bold, you could aim for even shorter. Hootsuite CEO, Ryan Holmes subscribes to a 3 sentence philosophy. Just take a look at the last part of his email signature below. “I’ve trained myself to leave out the fluff and keep only the most essential points in an email. If I absolutely have to say more, I just pick up a phone or talk in person.”
  • 11. Neil Patel, cofounder of KISSmetrics, recommends you ensure you have time to respond to an email before you open it and spend time reading it. "If you decided to respond later on, it will cause you to have to re-read the email, which is an inefficient use of your time.”
  • 12. Zendesk CEO and founder, Mikkel Svane, says that most emails are not urgent and do not need an immediate response. "Take a breath and wait a minute before jumping into the fray on group emails and non-urgent issues. You’ll find that sometimes the most powerful response is no response at all.”
  • 14. Try scheduling short, 15 minute meetings with prospects. This will help you have more productive and effective meetings. Read this post to learn more about how you can improve your sales results with 15 minute meetings.
  • 15. Ralph Grimse, partner at The Brevet Group, is an advocate of short “connect” meetings. “I have found that sending messages with the word ‘connect’ in the headline and a quick request for such a meeting incredibly successful. Between the headline and the timing, this approach is incredibly non- aggressive, non-confrontational and difficult to say no. Can you really not spare 15 minutes on the phone or in person?”
  • 17. Just because you’ve got a foot in the door, doesn’t mean you’ve closed the sale. Keep up your persistence and do everything you can to stay connected with the prospect post your initial meeting.
  • 18. 80% of sales require 5 follow-up calls after the meeting. 44% of sales reps give up after 1 follow-up. See more mind-blowing sales stats here.
  • 19. INVEST MORE TIME IN RESEARCH 5
  • 20. Set aside ample time to research your buyer before you reach out to them. The most frequent reason sales reps are outsold is that they didn’t talk to the right people, so use the research phase to learn whether your lead is a decision maker.
  • 21. Avoid sending generic, mass-mail messages. Instead, use the many research tools available to find valuable information about your prospects and craft more personal and relevant messages – they are much more likely to capture the attention of the recipient.
  • 22. NOW – MAY 1ST GET $100 OFF OUR PROFESSIONAL SELLING PROGRAM Learn MoreLearn More
  • 23. BETTER QUALIFY LEADS BY LEARNING ABOUT YOUR COMPETITORS 6
  • 24. A well qualified lead will be ready to buy and will ultimately make a purchase – either from you or from one of your competitors. Ask the prospect who else is calling on them. If the answer is “no one,” you may not have done a good enough job of qualifying – they are probably not ready to buy.
  • 25. BE MORE PRODUCTIVE WHEN WORKING FROM HOME 7
  • 26. Kyle Porter, Founder and CEO of Salesloft, has three great tips that can help you stay focused and productive while working from home: 1. Separate the area designated for working from where you relax. 2. Stick to a work schedule as if you were in the office. 3. Make it easy for your team to reach you while you are at home.
  • 27. UPDATE AND USE YOUR MARKETING COLLATERAL 8
  • 28. Many companies have great marketing collateral, but their sales reps never learned to use it. Marketing materials are there to help you sell, so get in the habit of sharing them with your prospects.
  • 29. If you don’t have or don’t like your marketing collateral, work with your sales manager and your marketing team to create or update it. Aim to produce materials that are short, simple and easy to share over email.
  • 31. One of the most simple and powerful concept around time management is Covey’s four quadrants. Watch the following 3 minute video to see how the four quadrant model can help you make the most of your selling time.
  • 32. THIS VIDEO IS ONE OF 120+ LECTURES FEATURED IN OUR PROFESSIONAL SELLING COURSE. Learn MoreLearn More
  • 33. CLEAN UP YOUR CRM10
  • 34. Your CRM system is a valuable asset that can serve you well in your selling efforts. That is unless the data that lives there is outdated and inaccurate. Spend an hour or so every month to make sure your CRM data is up to date – it will save you time in the long run.
  • 35. Share this presentation with your team. Download the editable PowerPoint version.
  • 36. Check out other free sales resources by The Brevet Group Learn MoreSee SlideShare
  • 37. Check out other free sales resources by The Brevet Group Learn MoreGet eBook
  • 38. Check out other free sales resources by The Brevet Group Learn MoreGet eBook
  • 39. The Brevet Group is a sales training and sales enablement firm. We deliver customized sales performance solutions that help our clients sell smarter. Learn MoreFollow us on Twitter Learn MoreFollow us on LinkedIn Learn MoreTheBrevetGroup.com

Notes de l'éditeur

  1. “Be diligent about unsubscribing to superfluous emails.” - Michael Gerard, CMO of Curata
  2. People have a bad habit of scheduling meetings in blocks of 1 hour. Most of the time we have meetings, an entire hour is not necessary – especially in the initial conversation with a prospect. Try scheduling meetings that last 15-30 minutes. This will help you in two ways. First, 15 minutes is a much smaller ask of a prospect than an entire hour. Ask for short meetings and you will likely get less prospect meeting rejections. “I have found that sending messages with the word ‘connect’ in the headline and quick request for such a meeting incredibly successful. Each meeting I schedule is on the calendar for a brief amount of the time – 15-30 minutes max. Between the headline and the timing, this approach is incredibly non-aggressive, non-confrontational and difficult to say no. Can you really not spare 15 minutes on the phone or in person?” – Ralph Grimse Second, shorter meetings are more efficient. There is an old project management adage: Work expands to the time you schedule for it. Research on attention spans shows that 10-18 minutes is how long most people can pay attention before checking out. There are physiological roots to this. Our bodies require a large amount of glucose, oxygen, and blood flow when the brain processes new information, so we eventually feel physically fatigued. Perhaps this is why most TED talks are right around 18 minutes. And what do you really need 60 minutes with a prospect for? Your conversation with a prospect, one you are still qualifying, should be an introduction – an opportunity for you to find out more about their needs and problems as well as a chance for you to give them the “elevator pitch” on how you help clients. At the end of the meeting, you should leave them wanting more. Here are 3 things you HAVE to walk away with: 1 – Make sure they are the right person to talk to. The most frequent reason sales reps are outsold is that they didn’t talk to the right people – and the competitor did. 2 – Ask meaningful questions that will help you determine quickly whether or not prospects are a good fit for your product or service. Having a list of qualification questions in front of you will allow you to do this more effectively. The key is to work these questions into the conversation without sounding like you are taking a survey. - See more at: http://www.agsalesworks.com/Blog-Sales-Prospecting-Perspectives/bid/107741/How-to-Have-an-Effective-First-Conversation-When-B2B-Teleprospecting#.VLPN0XtFJgE Many old-school sales
  3. The most frequent reason sales reps are outsold is that they didn’t talk to the right people – and the competitor did. Research, understand and (most importantly) document the prospect’s decision-making process. Periodically revisit the online tools that you’re using to find leads, and research companies and individuals. New tools are being introduced into the marketplace every day, so do some research… on how to do better research.
  4. http://blog.hubspot.com/sales/places-to-research-a-prospect-before-sales-call
  5. The most frequent reason sales reps are outsold is that they didn’t talk to the right people – and the competitor did. Research, understand and (most importantly) document the prospect’s decision-making process. Periodically revisit the online tools that you’re using to find leads, and research companies and individuals. New tools are being introduced into the marketplace every day, so do some research… on how to do better research. -- Don't waste your prospect's time or incite their ire. Take time to research your buyer before you reach out to them. Social media accounts, Google searches, company website, LinkedIn groups -- there's really no bad place to look. For a complete checklist of virtual places to investigate your buyer, check out this post. -- http://blog.hubspot.com/sales/places-to-research-a-prospect-before-sales-call
  6. Here are some tips that will help you stay productive while working from home 1 – separate your work area. Allow your brain to separate between work and home life by creating a designated area for working that is separate from where you relax. 2 – stick to a schedule. Hold yourself accountable to a stick working schedule. If you allow your mind or activity to wander to television or other distractions, you could be creating bad habits that are hard to break. 3 – stay connected to the office. While creating distraction free time throughout the day is essential to getting things done, make it easy for your team to get ahold of you so you feel like you are still part of a team.
  7. Reflect back to last year and figure out the 2-3 things – conversations, strategies, clients – that you consider to have been a success. Write down some takeaways and make sure to implement them in your 2015 efforts. Come up with 3 must have marketing pieces.
  8. Reflect back to last year and figure out the 2-3 things – conversations, strategies, clients – that you consider to have been a success. Write down some takeaways and make sure to implement them in your 2015 efforts.
  9. Reflect back to last year and figure out the 2-3 things – conversations, strategies, clients – that you consider to have been a success. Write down some takeaways and make sure to implement them in your 2015 efforts.
  10. Reflect back to last year and figure out the 2-3 things – conversations, strategies, clients – that you consider to have been a success. Write down some takeaways and make sure to implement them in your 2015 efforts.
  11. We spend a lot of time talking with sales people and one of the first questions we tend to ask is: “how much of your time are you spending on the phone or in front of prospects?” At first, reps usually respond with some very high estimate: 70% or 80% of their time. But when we probe more, we nearly always find that most of their time is actually being spent on non-revenue generating activity.
  12. http://www.thebrevetgroup.com/sales-materials/sales-stats-presentation/