Are you being asked to do more with less?
Today’s economic reality has companies looking carefully at budgets, especially regarding staffing. For many organizations, this means implementing hiring freezes or layoffs. Yet, these same organizations are asking their sales leaders to drive increased revenue despite the challenging headwinds. So how can you increase sales without adding headcount?
Sales managers can do more with less by keeping their sales team laser-focused on activities that have the biggest potential to generate results. Start with these three strategies:
#1 Focus on Your Current Customers
Existing customer relationships typically offer significant growth potential with shorter sales cycles since sales reps are not starting from scratch.
In most accounts, there are opportunities to grow and expand your sales presence. This includes growth through the sale of additional products or service offerings and expanding your presence into other business lines, departments, and divisions.
Mapping accounts helps sales reps identify the key decision-makers and stakeholders to create a more targeted and effective …