3 tips to empower your sales team:
By leveraging similar approaches, they too can catapult their sales organizations to success. Here are three of the most successful B2C sales organization that have refined their strategies in light of the changing marketplace.The most successful sales organizations place a premium on quantifying and measuring sales effectiveness. While most sales organizations measure sales effectiveness, they do so in a way that doesn’t align with customers’ best interests—by measuring average call time.
Zappos flips this long-established trend on its head. Like most sales organizations, it tracks average call time per sales rep. But the objective isn’t to reduce average call time. It’s to ensure sales reps are spending the bulk of their days—80% or more in this case—interacting with customers and developing meaningful relationships.
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