Article by Matrix Marketing
Most people consider selling to be an art rather than a science: some people have it and some people don’t. But this leaves a lot of uncertainty in what is often a company’s most profitable department, and it makes managing a high-functioning sales force notoriously difficult.
The thinking is that the time salespeople spend with customers is the most important determinant of how much they are able to sell. But recent research has uncovered an even more powerful leading indicator: the size and quality of a salesperson’s network.
People analytics can help organizations learn more about what behaviours differentiate their most successful salespeople. Analyse these characteristics as much as possible and find a winning formula.
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