Month : March 2016

Sales territories are a cost-effective way for sales managers to strategically divide their sales force by assigning specific customer groups to individual reps based on customer demographics and geography. By allocating different sales territories to individual reps, sales managers are able to maximize the productivity, and promote economies of scales in field sales. Although sales territories are integral in achieving peak efficiency within a company, formulating the correct dimensions for each individual sales territory can be difficult. It is important that you establish manageable and well-balanced territories to ensure effective usage of resources and time. Sales territories are often…

Reading a book. Going on a roadtrip. Doing your laundry. Why are these things we always want to do but never seem to get around to doing? It's a matter of interest vs intent. Although we may be very interested in doing all these things, we lack intent for doing them. What’s the difference between the two? As defined in the Oxford dictionary: The difference between intent and interest is need and resolve. You experience this every time you reach into your underwear drawer and find it empty. When this happens, you’re no longer idly interested in doing laundry--that interest…

When contemplating sales enablement, many business leaders immediately think of training and coaching. In reality, however, a successful enablement initiative also requires effective use of technology and for salespeople to be provided with the right content at the right time, in order to carry out their role to the best of their ability. Essentially, this means that your sales collateral - the materials you produce to assist your sales team - can go a long way towards deciding how successful your enablement strategy is. In this article, we explore the different types of collateral that empower reps and allow…

Asking for testimonials can feel awkward at first. After all, we've all seen those annoying pop-up windows that ask you to review something you haven't even tried yet. People are naturally skeptical, some more so than others. So should you avoid asking for testimonials altogether? Definitely not. Testimonials are an extremely powerful way to get more business. You just have to ask for them the right way. The difference between annoying a customer and receiving a well-deserved testimonial is trust. Trust is hard to earn. All of us have had times where we haven't fully trusted a friend or colleague.…