Oh does this Selling Power article hit close to home – In 2009, Increase Sales Prep Time. I have seen numerous companies place onerous admin tasks on their salespeople to the point where there is a real loss in revenue. Inefficiency is the main culprit, but department structure, sales tools and antiquated technology are typically the pieces of the inefficiency. Here’s the pull quote from the article: Prep Time: The number one complaint among tech buyers is that sales reps are coming in unprepared. They don’t know the account, don’t have an agenda, and do not have good product knowledge. To combat this problem and move more sales beyond that… Read More
Continue Reading