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The CIM sponsors the Sales Tip of the Week.
Thanks to Alan Timothy at i-Snapshot for this one….

Top performers

Recent statistics from field sales teams have found that the top 25% of the team typically make twice as many customer visits as the bottom 25%.

After making management and team members aware of the situation – with hard evidence – the stats also revealed that this bottom group typically goes on to increase activity by more than 50%, while a small percentage – about 5% – also resigns within 30 days.

Transparency

The moral of this tale is that you need transparency on real team activity available to both management and the team on a continuing basis. This helps to pull performance up to the standards of the highest and weeds out those team members who are really just along for the ride.

For further details of Chartered Institute of Marketing sales training, please click here.

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