Sales Productivity

Over the past twenty or so years, sales have undergone a gradual shift from being largely instinct-based to becoming heavily data-driven.  Advancements in sales technology such as CRM systems, sales analytics platforms, and more have given sales professionals the means to leverage data to extraordinary success.  Without knowing who to sell to, which products are the most popular, or how consumers are engaging with your company, you’ll quickly flounder under the pressure of selling to random people who may or may not be interested in your product.  That’s why sales metrics are so important. In this guide, I’ll delve into....

“The secret to real sales success is building strong, respected, relationships that earn you the right to ask for referrals. But less than 5 percent of organizations have a disciplined, measurable, and reliable referral system.” - Joanne Black, Referral Selling Authority & Author  Say it louder for the people in the back - real sales success comes from a reliable referral system. You may feel that you are doing just fine without a sales referral program, but let’s take a look at some statistics around non-referral vs referral sales methods:  Only 2% of cold calls result in an appointment. That’s a....

For teams that spend a lot of time in their cars, such as those working in field sales or field services, multi-stop route planning can be a massive factor in how productive they are. Even the smallest bottlenecks - poor traffic, limited driver availability, or delayed departure times - can cause a cumulative squeeze that results in late arrivals and unhappy customers. The good news is that multi-stop route planning software can solve these problems for you.  In this article, I’ll get into the how and why of multi-stop route planners. I’ll examine their benefits and drawbacks, and offer sound....

As we continue into this year and beyond, the SaaS sales landscape continues to transform at a rapid pace. Field salespeople and their managers are at the forefront of this evolution, tasked with navigating an increasingly competitive environment. According to recent industry reports, the global SaaS market is projected to grow from $317.55 billion to $1,228.87 billion by the end of 2032, growing at a compound annual growth rate (CAGR) of 18.4%.  With numbers like that, it is easy to see why it is crucial for any sales rep working in SaaS sales to align their sales approach with leading....