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What would you plan to improve the effectiveness of your sales force?


What are the questions you would consider in managing the team ? What are the top subject you would see as priority target ? What would you write in golden letters in sales meeting room ?


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Opened by Antoine Fournier, Head of ECM, Input and Output management, Zurich Insurance
Jun 2, 2012.



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Roz Bennetts B2B Sales, B2B Sales Professional
Oct 14, 2012

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Hi Antoine,

I believe the three basic things that monitor sales effectiveness are activity, sales skills and market/product knowledge and of those the hardest to change are skills and knowledge which are basically hiring decisions with ongoing training.

Assuming you have a qualified sales force then the best prodictivity gains are going to be around the quantity and quality of work done which is moderated by the sales person's own work ethic and where you are directing them to spend their time: are they targetting the right clients or chasing clients that will always remain transactional and where you can offer little value.

These are some of the things I would think about.
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