While the best sales managers understand there are valid extenuating circumstances for poor performance, all too often, the reasons reps fall back on to explain their sales numbers veer into ‘bad excuse’ territory.
Jonathan Whistman Guest Columnist and Strategic Partner of Kinsey Management Closing is the culmination of all the time and resources your sales reps invest in clients over the sales cycle. Hopefully, sales reps have primed the customer by addressing pain points, overcoming objections, and clearly displaying the value of your product or service. Then, all that remains is to go in for the close and secure the contract. But closing isn’t as easy as extending your arm for a handshake and sliding a contract across the table. “Sales closing is binary by nature. You either close the deal or you
Sales productivity derives from complex interactions between many different factors around deals, conversion rates, and lifetime value. Sales productivity should be measured – and measured accurately. Here we look at the most important metrics you should use to measure your team’s sales productivity.
