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Published on: April 01, 2008
Type of content: WHITE PAPER
Format: Unknown
Length: 14 pages
Price: FREE

Overview:
In boom times or not, increasing sales revenue is nearly always a top business objective for enterprises large and small. The key question, of course, is how?

As you'll learn in this white paper, increasing sales productivity is one popular way to improve the top line of any business. When all is said and done, however, productivity is based on the ability of individual sales professionals to achieve their objectives. While it is clearly important for reps to meet individual revenue targets (quotas), everything they do must be aligned with the revenue and business objectives of their enterprise.

So the main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). Both are important and require strong leadership and teamwork between the sales and IT departments.

This paper looks at what sales executives, thought leaders and reps in the field say contribute the most to sales productivity, as well as the critical role technology can play. It will examine the key findings from a 2008 CustomerThink survey of sales professionals and business managers. Finally, it will review the practices that sales and IT leaders should follow for the best chance of success.