Sales Management Digest: Get Your Reps to Bring in Bigger Numbers

How do you take reps who are already operating at their limits and get them to produce more? Here are three tips to consider. 1. Zero in on the best targets. To…

Your sales process needs to support the goal not just of bringing in new business, but getting more from existing accounts. So where do you make the changes? That depends on what works with your key customers. Maybe you need more touch points with them or touch points at different places in the sales process than where you had them previously. Or maybe you need to change certain automated touch points – such as switching an email sent out at a certain point to a phone call instead. Whatever the solution, the key is to change your process to fit your change in strategy.

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