How to help your reps manage their time

08/7/2013 | Sales Benchmark Index

You can improve your sales process by helping your representatives spend their time more productively, writes Patrick Seidell. "Human nature often causes reps to grease the squeakiest (or biggest) wheel," he notes. Instead, salespeople should consider a range of factors such as potential revenue and expected costs when deciding how much time to spend with a particular customer.

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