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Drive Increased Sales Productivity--The Next Chapter

Guest Author

OK...TWO days ago I mentioned to you that we're conducting a Webinar with CRM magazine on Wednesday, December 9th at 11 a.m. Pacific time/2 p.m. Eastern Time. The topic is, "Drive Increased Sales Productivity." You can register here.

Yesterday I mentioned the first of four subjects we'll be covering that "drive" sales productivity: driving growth in a challenging economy.

Here is a quick peek at the second subject we'll be discussing: increasing sales capacity and coverage. To me, this is a fascinating topic. How can one use systems and practices to increase the time spent selling without adding headcount? Small changes can make a big difference. For example, let's say you have a sales team of 100 professionals. Average compensation is $100,000 per year. They work 50 hours per week, 50 weeks per year. But they only spend 22% of their time actually selling. The rest of their time is spent preparing for meetings, traveling to and from those meetings, and on administrative activities. What if you could increase that selling time by eight percentage points? Hey, it's a Friday and maybe my math is bad, but it seems to me you'd be adding 20,000 hours of selling time into the equation. Stated differently, you've added eight reps without spending $800,000 per year to do so. Yes, it's a simplistic example, but the bottom line is that seemingly small changes can make a big impact.

Tune in to hear our panel of experts discuss how to increase sales capacity and coverage. And you can interact with us as well by asking us your questions. The information you take away could help you make even more of a big impact in your organization. Please click here to register.

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