Sales has had a rough couple of years. Although customers have been harder to find, the pressure on sales pros to produce has become ever greater. In some U.S. firms, the lowest-performing 40 percent of the sales force is replaced annually. In other businesses, departures or layoffs of sales staff aren’t followed by new hires; instead, the quotas of the departed sales people are divided up among the survivors and heaped upon their own already significant quotas. When sales pros think about this situation, they often think of technology as the answer. But which technology?
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How Small Sales Teams Can Do More With Less
Posted by: Christopher J. Bucholtz August 18, 2011 05:00 AMSales has had a rough couple of years. Although customers have been harder to find, the pressure on sales pros to produce has become ever greater. In some U.S. firms, the lowest-performing 40 percent of the sales force is replaced annually. In other businesses, departures or layoffs of sales staff aren’t followed by new hires; instead, the quotas of the departed sales people are divided up among the survivors and heaped upon their own already significant quotas. When sales pros think about this situation, they often think of technology as the answer. But which technology?