Sales is about relationships, period! It amazes me how managers and organizations cripple the effectiveness of their sales force by hindering their ability to get out there and build the very relationships that generate sales.
Without sales, your business goes away! Are you holding back your sales people by having them spend hours answering phones, responding to unnecessary emails, tracking activity, etc.? There is value in documenting contacts and activity and it must be done in a streamlined and very efficient way. Sales people make money for the organization and themselves when they are selling, not when they are creating spreadsheets, completing expense reports, and all sorts of other non-revenue generating activities.
Make sure that you and your organization are set up for success. Don't over burden people with reports, etc. that take too much time away from their most important function... SELLING!
Take the handcuffs off of your sales force and let them SELL!
Just believe...
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