How one simple lean tool can help you increase efficiency in your sales process.
Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are leftwith the challenge of doing more with less.
Sales is often one of the last functional areas to invest in process improvement. After all, sales isn’t about manufacturing widgets, and what does having a karate belt have to do with efficiency? There are surprisingly simple concepts that can help you get more out of your sales team.
THE FIRST STEP IS TO MEASURE
Peter Drucker said: “If you can’t measure it, you can’t improve it.” Understanding how your team is spending their time is the most important opportunity you have.
Before we get out the stop watch, let me introduce two concepts that will help:
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