Do you really have a sales team?

A lot of companies have a sales organization, but what they really have is an account management organization – spending most of its time managing existing accounts instead of hunting down new leads. How do you know if your company has a sales team or not? Look back at the last 12-24 months calculate your customer base diversity ratio. Sales made to new customers --------------------------------------------        =    Customer base diversity ratio Sales made to existing customers Your customer base diversity ratio should be [...]

How to Improve Sales Productivity

Sales productivity is the #1 challenge for B2B organizations and it continues to decline. Consider these 7 helpful hints for increasing sales productivity.

Activity is the illusion of accomplishment

Are you suffering from org chart disintegration? Since the recession of 2008, many companies have been operating lean — keeping the “do more with less” philosophy alive. While this seems like an effective way to maximize productivity while minimizing expenses, it has a harmful side effect. At the VX Group, we believe many companies – especially mature ones — are now seeing org chart disintegration – as people in traditional leadership roles are now devoting more time to short-term tasks [...]

How to Get Millennials Onboarded and Selling Quickly

Millennials have a reputation for not staying in jobs long. If that’s the case, sales managers need to quickly onboard them and get them selling. Doing so not only ensures they are productive for you in a short amount of time, but it could also make them want to stay with you longer.

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