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Four ways to get more meaningful sales results
INFORMATIVE 
Tags: Sales, data, improvement, tracking, better, performance, analysis
There is a role in sales for the kind of scientific analysis that accumulates data, uses it to establish cause-and-effect relationships, and produces a capacity to predict results. If you take these for steps you should see a strong improvement.
| | Have your sales representatives keep simple time sheets to identify how much time they spend on each account. |
| | Likewise, record by account the time devoted by other staff to sales opportunities – product experts, support staff, senior managers, etc. |
| | Map your selling expenses (e.g., travel, promotional) to each specific account. |
| | Track hit ratios and account values by customer size, customer industry, sales person, etc. |
Lister:
Sam
Source:
The Pursuit Group
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