Selling Power
June 15, 2005
by DMReview.com Web Editorial Staff

Excerpts:


“How can you increase the percentage of time your reps spend selling? Or, considered from a different angle, how can you decrease the percentage of time your reps spend doing everything else?

Sales preparation: 16%. This includes all the time spent preparing for a call, including research, preparing a meeting agenda, putting together a presentation and so on. The challenge many companies face is the use of static Intranets with data repositories containing generic brochures and sales sheets. ’Sales reps either don’t use these resources or they spend too much time looking for what they need,’ says [Yankee Group’s Sheryl] Kingstone. ’When they do find what they want, they often spend a lot of time editing it because it’s not directly applicable to the customer.’ Instead, consider using technology that lets you create dynamic materials that are easy to find and customize. Some good places to start include The SAVO Group….”

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