Sales Transformation

Having a large sales team does not automatically mean a company has strong market coverage. A business may have dozens or even hundreds of sales representatives, yet still leave important retailers, customers, or territories unattended. This is where sales coverage becomes important. Sale...

A sales rep can be busy all day and have a nonproductive sales day. The reason often lies in the time between visits from the customer. Hours can be lost driving inefficient routes, searching for outlets, waiting for customers, figuring out the next stop, updating paperwork, or manually taking or...

A busy sales day and a productive one aren't the same thing. Reps can be out visiting customers, collecting orders, and covering their whole territory, and still have a lot of that time not really paying off if too many of those visits generate small orders, no orders, or no real progress. Ev...

A busy sales team isn't necessarily a productive one. In field sales, a full day of visits can look like a win on paper: territory covered, calls completed, and the daily report full of decent-looking numbers. But look past the visit count, and a different picture can show up. Were customers ...