Monthly Archives: August 2011

Sales Force

How to free up the sales force for selling

Most sales reps spend less than half of their time actually selling. Here’s how companies can reshape sales operations to allow them to focus on their real job

—- Olivia Nottebohm, Tom Stephenson & Jennifer Wickland

Here’s a situation that may sound familiar. Inside sales reps, sales people who engage with customers remotely—by telephone and e-mail—rather than face to face, at a global manufacturer spent 75% of their time away from the phones—pushing through stalled deals, scurrying for data to answer questions from customers, and cobbling together one-off proposals for even the simplest requests.
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