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Improving Sales Productivity in 2016: Where Does the Time Go?
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Improving Sales Productivity in 2016: Where Does the Time Go?

In this webinar, Mark Donnolo will discuss ways to track, understand, and improve how the sales organization spends its time by strategy, customer type, product type, and activity type. By managing productivity over time, the organization can shift responsibilities and decontaminate sales roles to increase sales time and efficiency.

2/10/2016
When: Wednesday
11:00 AM PT / 12:00 PM MT / 1:00 PM CT / 2:00 PM ET
Where: Webinar
Presenter: Mark Donnolo


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Our studies have shown that sales resources spend 44% of their time focused on selling activities. In other words, over 50% of their time is spent on non-selling or non-revenue generating activities (such as travel, service, administration, and internal meetings).

In this 24/7 fully-accessible world, sales roles are continually asked to do more tasks, beyond the job description of selling.

In this webinar, Mark Donnolo will discuss ways to track, understand, and improve how the sales organization spends its time by strategy, customer type, product type, and activity type. By managing productivity over time, the organization can shift responsibilities and decontaminate sales roles to increase sales time and efficiency.

Sales people, sales leaders, and sales operations should be able to identify the non-revenue generating activities, understand any bottleneck activities in the sales pipeline process, rate the difficulty level or importance of an activity, compare time benchmarks across teams or products, and identify opportunities to free up their sales team to do what they are hired to do – sell.

 

In this presentation you will: 

  • Determine where the sales organization is spending its time.
  • Identify the sales organization’s focus by account type, product type, sales strategy, activity type, and stage of sales process.
  • Decontaminate the sales organization to shift or remove NRGs (non-revenue generating activities), increase selling time, and increase sales capacity.
    Follow trends of time allocation and productivity improvement over time for continuous improvement.

About the Presenter

Mark Donnolo is managing partner with SalesGlobe, a sales effectiveness consulting and services firm that works with leading companies in the areas of sales innovation, sales strategy, sales team development, and sales compensation. He is the author of “The Innovative Sale” and “What Your CEO Needs to Know About Sales Compensation.”

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Sales and Marketing Executives International, Inc.
PO Box 1390
Sumas, WA 98295 USA
312-893-0751

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