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Sales Productivity


Take Action Now!


Posted By on Feb 17, 2016

If you are waiting to get motivated before you make calls remember this: Motivation comes from action not the other way around. Most sales people wait to get motivated before they take action. You must do the opposite. Take action now! by Colleen Francis I often receive time management questions from sales reps. This week I thought I would provide you some of the best time management tips I have used to help stay focused and make more...

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Email lists can be a blessing or a curse. When they’re filled with real email addresses of people in your target micro-segment, an email list is an invaluable demand generation resource. When it’s populated with fake, inactive, or irrelevant accounts, however, they typically lead to misplaced effort and wasted resources. Not surprisingly, I hear from clients all the time asking how to build an email list that will get results. Should...

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By Colleen Francis Smart, successful companies today recognize the power that results from bringing people together. They don’t settle for sales teams who operate in isolation. You will stand out, get noticed, and speed up sales if you organize client conferences and power lunches. Why? Because hosting events that encourage clients and prospects to network with each other allows you to leverage current relationships to build new ones....

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Are you spinning your wheels on activities that aren’t helping you sell successfully? Join the 20% of salespeople who are organized in their productivity efforts! by Maura Schreier-Fleming Pareto is very busy in the sales world.  You know the 80-20 rule.  In this case, it means that only 20% of salespeople spend 80% of their time on selling activities.  Are you in this group?  See if you recognize yourself.  If not, here’s how...

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By  Josiane Feigon Sales momentum. How do you get it? how do you know it’s there? how do you keep it going? what do you do when it’s lost? In my Smart Sales Management training program, I usually play a video of one of their reps in full outbound prospecting mode. Then I freeze the frame. Freeze frame: Rep is sitting at their desk, everything around is super neat and tidy, they don’t have any tools open, the phone almost out of reach,...

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By Colleen Francis Welcome to “Stop Guessing! Sales Accuracy Redefined.” Read on to change the way you view your pipeline and your ability to forecast success! It’s common for leaders to measure their sales pipelines by the probability of the deal closing. And, a common mistake.  Probability of close is a subjective measurement that requires the sales rep to make a judgment about their chances of making a sale. It requires...

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