How to Propel Revenue by Shifting Your Sales Energy Use
Before launching Smart Selling Tools in 2006, Nancy Nardin served in sales leadership roles at leading analyst firms such as Gartner Group and IDC. She has, at one point or another, worked with more than 30 of the largest high-tech and telecom firms in the country.
Nancy says, “We subtracted weekends, vacation and holidays, internal sales meetings, travel time, and other “non-selling” days from the calendar and came up with 215 selling days for the average sales person. One can certainly argue that number, but the fact is, there’s a heck-of-a-lot less than 365 days to sell.”
The average sales department is getting about 35% capacity utilization. Nancy and Janelle will discuss how to get the most out of that 35% – plus how to move the needle so that a 15% gain in daily selling time can translate into a 42% increase in sales.
30 Seconds Matter: How to Propel Revenue by Shifting Your Sales Energy Use
A “Sales Energy Audit” can help you identify and reduce the time your sellers are spending on non-selling tasks, and allow them to focus their energy on revenue-generating activities. Nancy and Janelle will cover:
Why focus on sales capacity
How to calculate your sales energy use
How a shift in sales energy use can radically propel revenue in 2013
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