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Chris Bourne

About

I'm the Marketing Manager here at sales-i and being in marketing I obviously love crayons and of course I have a toy Chewbacca on my desk (fully equipped with the 'Maaaaaarh' noise! I have worked in the technology industry for over 7 years and have a good grasp on what's happening in the industry. I also enjoy* the technical side of software development. *The term 'enjoy' relates to the very few occasions where the techy side actually goes to plan, otherwise replace with the term 'gets frustrated'.


most important number in sales
Tip 1: 173 is the most important number in sales

173. This number should always be in the back of every salesperson’s mind because it’s the number of selling hours every salesperson has every month.

Why is it so important?

Because, how you use your time will reflect your overall performance.

Salespeople can get bogged down with too many non-selling tasks that consume their time. Activities such as administration, supporting existing customers, internal meetings and researching, can have a detrimental impact on those precious 173 hours

role of the sales manager
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Tip 2: The role of a sales manager

It may sound like it’s easy to describe what a sales manager’s role is but so many get it so wrong.

Realistically, a sales manager should only concentrate on two areas:

To manage their team to achieve TODAY’S goals To recruit, develop and nurture their team to achieve TOMORROW’S goals

It’s that simple

your best salesperson
Tip 3: Understanding who’s your best salesperson

 It’s the end of the quarter and Bob has yet again generated the most revenue in his team.

Round of applause.

But, does Bob actually deserve his round of applause and is he actually your best salesperson

Without knowing the market situation and breaking down results, you’ll never know.

Here’s a scenario to consider:

Demand for product 1 is rising by 10% per annum. Demand for product 2 is dropping by 10% per annum