One is transparency. Sales managers have better visibility into what’s working and what’s not working than ever before. Whether they look, and then act, is another story entirely. But the ability to access, assess and adjust so many variables of the sales process is unprecedented and really exciting.
Two is a more intense focus on active selling time. World-class sales organizations are putting a greater focus on measuring what % of their sales team’s time is spent actively selling, vs. on non-selling and administrative activities. Most companies who establish a baseline are shocked at how unproductive their sales teams are, and how often that’s being driven by company process and requirements. There is a huge opportunity and push to help your amazing sales professionals do more of what they’re so good at.
Read the entire interview at Trends in sales management: An interview w/ @HeinzMarketing.
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