B2B sales is hard complex work. It’s time consuming. It’s effort intensive. It’s guesswork laden. In my view, productive reps are ones who generate extraordinary results in extraordinarily little time with extraordinarily little effort. Such reps actually exist.
They ‘re not just the ones with the fattest wallets. They’re the ones having the most fun.
Consider this example: norm for one of our clients, prior to using our sales productivity software (amacus), was a 9 month sales cycle. In five and a half months using amacus, one of their reps closed 18 new sales. It took him only 218 conversations with his new prospects to identify and close those new deals; an average of fewer than 8 conversations per week. Deal size varied from lo five figures to lo six figures. He had a ton of fun.
To me, that’s the look and feel of actual B2B sales productivity.
