So you need quick growth. You knew this day was coming, but you kept putting it off in the hope that it would solve itself. Is your quickest route to revenue really bringing on another rep? Not necessarily. Examine your current reps and inefficiencies first.
I need quick growth. My current reps are good, but coverage is unsaturated.
Shouldn’t I just add another headcount? Isn’t that the quickest route to revenue? Add another rep, drop them into a territory? My onboarding process takes a couple months for a rep to get productive and start closing business. If I get started interviewing immediately and find a fit, I am on the fastest track to meeting my goals, right?
Well, I guess the answer is, maybe.
ARE MY CURRENT REPS AS PRODUCTIVE AS THEY SHOULD BE?
Each of my reps has plenty of accounts, territory, products and opportunity. Our market is not saturated and the overall opportunity for the company is good. I could carve off half of a region or a set of products and add another headcount and double my production. Yes, that is one answer to a potential growth strategy, but before looking at incremental headcount growth I need to understand if my rep yield is in line with expectations. When I built my business plan, I knew some things:
1. I had some idea of how many territory managers I needed.
2. I knew my inside sales to outside sales ratio.
3. I budgeted for overlays and product specialists and technical resources.
ãã®èšäºã¯ thinksales ã® January - March 2019 çã«æ²èŒãããŠããŸãã
7 æ¥éã® Magzter GOLD ç¡æãã©ã€ã¢ã«ãéå§ããŠãäœåãã®å³éžããããã¬ãã¢ã ã¹ããŒãªãŒã9,000 以äžã®éèªãæ°èã«ã¢ã¯ã»ã¹ããŠãã ããã
ãã§ã«è³Œèªè ã§ã ?  ãµã€ã³ã€ã³
ãã®èšäºã¯ thinksales ã® January - March 2019 çã«æ²èŒãããŠããŸãã
7 æ¥éã® Magzter GOLD ç¡æãã©ã€ã¢ã«ãéå§ããŠãäœåãã®å³éžããããã¬ãã¢ã ã¹ããŒãªãŒã9,000 以äžã®éèªãæ°èã«ã¢ã¯ã»ã¹ããŠãã ããã
ãã§ã«è³Œèªè ã§ã? ãµã€ã³ã€ã³
Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isnât always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know theyâre the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? Whatâs their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, itâs your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and youâll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.
