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- Moving from Selling to Account Management
- To succeed in key account management, sales staff need to change their role and their objective. Instead of pursuing short-term profit, they must concentrate on managing customer relationships and understanding the customer's whole business. Account managers have two important roles—account support and account development. Successful account management requires a wide...
- Articles 2007-10-19
- Is it Time to Concentrate on Sales Productivity?
- Sales productivity may be a new concept for many distributor executives. "Sales" is easy to understand, and "productivity" is pretty clear, but when those two words are combined the combination becomes a bit vague. What exactly is sales productivity, and why should you be concerned about it? This all is...
- White papers 2000-01-01
- The Sales Productivity Challenge
- Researches indicate that earlier the focus of sales organizations was on maximizing sales. However, today, organizations are emphasizing more on enhancing sales productivity. Today, organizations not only focus on ‘what' they sell, but also ‘how' they sell a particular product. Hence, organizations are devising various methods to enhance their sales...
- White papers 2003-01-01
- Managing Key Relationships; Key Account Management
- Businesses will increasingly be less able to sustain revenues and maximize profits unless they adopt specialized relationship techniques to maximize their intimacy with their most important customers and business partners. This article explains how managing key relationships, a practical program addresses commonly occurring issues of low levels of customer responsiveness,...
- White papers 2003-07-08
Additional Resources
- Sales Analytics for Sales Productivity
- Revenues are down. Profitability has suffered. New customer acquisitions may have slowed to a trickle, and customer retention is in a downward spiral. But not everything is down in a so-called down economy. Pressure is up on sales managers to buck the trend and increase sales productivity. At the same...
- White papers 2003-11-01
- Sales Productivity Tools Close the CRM Gap, According to New AberdeenGroup Study; Complementary Tools Address Sales Lifecycle Challenges
- BOSTON -- Shortening sales cycle time by enabling sales teams to more effectively access customer intelligence, collaborate with prospects and colleagues, or create highly relevant presentations, proposals, and demonstrations is driving companies' investment in sales productivity tools, according to Aberdeen's new Enterprise Advisor Strategies report, "Sales Productivity Tools: Closing the...
- Research articles 2006-01-05
- IDC's Sales Executive Service Examines Competing Demands of Increasing Sales Productivity and Adopting Solution Selling
- FRAMINGHAM, Mass. -- Having prospered in a demand-rich industry, IT sales executives now face the dual challenge of increasing productivity and driving revenue growth while re-tooling their organizations to be truly effective at solutions selling. Unfortunately, selling solutions and maintaining sales productivity are competing priorities that pit top line growth...
- Research articles 2004-10-05
- Pragmatech Software Announces the Release of Version 6.1: Industry's Broadest Range of Sales Effectiveness Products Increases Win Rates & Sales Productivity
- NASHUA, N.H. -- Pragmatech Software, Inc., the leading provider of sales productivity and proposal automation applications, today announced the release of Version 6.1. Upgrades to the award-winning software suite empower companies to deliver document automation solutions to their sales organizations more quickly than ever before and provide enhanced management reporting...
- Research articles 2005-06-08
- Compensation Management Initiatives Result in Increased Sales Productivity
- As the pressure to increase market share continues to mount, companies are burdened by increasingly complex sales compensation plans developed out of the need to increase sales productivity. Often times, valuable selling and administrative time is lost in the endless calculations and questions that result from sales representatives struggling to...
- Research articles 2008-01-08
- Sales Productivity Leaders Honored at Pragmatech Software 2004 User Forum
- NASHUA, N.H. -- American Healthways, Carlson Marketing Group, Herman Miller, Monster Worldwide, and PeopleSoft Demonstrate Significant Sales Productivity Achievements
- Research articles 2004-11-01
- Schering-Plough's Productivity (Layoffs) Program Has Murky Results
- When Schering-Plough declared its Q4 2008 earnings a few days ago, the management team there got about half-a-dozen questions about the company's sales and marketing expenses -- more than the usual number. Schering has played up its Productivity Transformation Program to Wall Street, which is essentially a...
- Blog posts 2009-02-12
- Live Post: Sales 2.0 Conference in Chicago
- Today I’m posting a “running update†of everything that happens at the Sales 2.0 Conference in Chicago. This conference sponsored by one of my publishers SellingPower features real-life customer stories about how they use the latest technology. It will probably be worth your time to check this...
- Blog posts 2009-09-10
- Automating Sales Processes
- To improve productivity and effectiveness, sales representatives need instant access to up-to-date customer/prospect databases, product feature specs, stock availability, pricing, and delivery timing. Easy, fast access to this information enables salespeople to meet customer demands and sell more. Internet-based sales automation tools provide this kind of access to growing businesses...
- Articles 2007-10-05
- Ranking of 20 Drug Companies' Sales Forces Shows Productivity Flat or Declining
- A ranking of drug company sales productivity shows Gilead gets the most revenues in return for every dollar invested in reps and marketing. At the other end of the table, Sepracor gets the least bang for its sales, general and administrative buck see table below. ...
- Blog posts 2009-02-24
- Sales Enablement: User Acceptance Means More Sales
- The article says that to achieve the increases in productivity that lead to rising revenues, sales force acceptance and usage of the sales component of a CRM system is crucial. Salespeople are the heart of any company. More significantly, productive salespeople are often the difference between company success and failure....
- White papers 2002-10-30
- Bank of Ireland Mortgages uses automation to increase sales.
- The automation of its field sales management has significantly improved the sales productivity of Bank of Ireland Mortgages BIM. Since May 1995, the company has been using the sales marketing software SPS from Saratoga Systems Ltd. As a result of the wiThe automation of its field sales management has significantly...
- Research articles 1997-03-01
- Making Changes In Sales Compensation Plans
- Compensation plays an important role in sales management. An effective compensation plan boosts the motivation of the sales force. This encourages the salespeople to give out their best, thereby increasing the sales productivity level. The paper examines the changes to be made in the sales compensation plans to boost sales...
- White papers 2003-01-01
- Understanding The Investments Made In Sales Performance
- From the executive summary: ‘Most organizations are aware that they can improve their productivity with investments in infrastructure, can always benefit from a sales process and fine tuning their skills, and require up to date information about market trends and competitor actions. However, there are many more factors that must...
- White papers 2003-01-01
- Socket Communications Teams with Logiciel to Deliver Advanced Mobile Sales Order System for Wholesale; Combined Solution Enables European Soaps, Ltd. to Reduce Data Entry Errors and Improve Sales Productivity
- OAKLAND, Calif. & NEWARK, Calif. -- Socket Communications, Inc. (Nasdaq:SCKT), an innovative provider of mobile productivity products, and Logiciel, a provider of mobile sales order software for wholesale, today announced the availability of a multi-function sales-order bar code scanning solution to provide small to medium-sized wholesalers with better access to...
- Research articles 2005-12-06
- Achieving High Performance By Transforming Sales Operations
- The drive to achieve high performance through sustained top-line growth is dominating the strategic agenda of most global companies today. And that has placed an even more intense focus on the productivity of sales organizations. Aware of the fact that generating growth and better sales productivity is a truly transformational...
- White papers 2008-04-01
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