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Measure Sales Productivity

How do you set goals for salespeople when customer's business is so uncertain? Should sales people continue calling on customers when a) customers don't have any business to offer and b) companies have slashed travel budgets? So what should sales people do with their and your most valuable asset - selling time?

Some companies and sales people are recognizing the current environment as the perfect moment to build relationships with clients, both in terms of deepening relationships with existing clients as well as building new relationships. A useful tool to help organize your time and activities is the prioritization matrix below. To use the Prioritization Matrix, assign the customers, deals (including deal amount if available) to the appropriate Quadrant. Then plan and execute your actions for each Quadrant. You can use the actions suggested in the matrix below to get started.

Question:

How have you changed the way you spend your selling time in the past 12-18 months?

How well are the changes working?