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Every company I’ve worked for has always had a sales team putting pressure on Marketing to provide ‘leads’, which is understandable. Usually the Sales Manager says, “Just get me the names and contact details of people who are willing to see me. Once I’m in front of them, I’ll do my job”. I do however have a problem with this, as it isn’t a lead. They’re inquiries, that is all.

I firmly believe that companies lose a huge number of sales leads by constantly trying to set up (possibly unwanted) sales calls

Sales productivity

The amount of pressure on sales reps is incredible. With targets to meet, month end always just around the corner and a sales director that is constantly looking over their shoulder, sales is undoubtedly one of the most hectic and pressurized environments to work in.

But where do the best sales reps focus their efforts to become the very best? Of course, prioritization is key. Wasting time faffing around with prospects that are going nowhere and making calls just to make small talk about the weather will get you nowhere in sales

Healthy sales competition

We don’t think so. Competition, ferocity and motivation make us all tick. Doing something that bit better than the person sat next to you, closing more deals or being the first in line for that elusive promotion. The need to be the best is in us all somewhere; it’s just tucked away in a dark, obscure corner for a few of us.

Instilling a drive into your business to make this year better than the last is always paramount