Process? We don’t need no stinkin’ process.

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Everything that humans do is process. Everything.

Process is “a systematic series of actions directed to some end.” That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep.

So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bogart and Gene Wilder.) But you do. And here is the most important process you need: choosing the sales opportunity you’re going to work on right now.

That’s more important than your process for closing the sale because if you’re working the wrong opportunity, winning doesn’t matter. Neither does losing, which you will do more often than your manager will like.

That’s more important than your process for prospecting a lead because when that lead becomes an opportunity, chances are you’ll screw it up if you don’t get it into its proper priority in your pipeline.

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Multitasking In Sales

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I’m reading a couple of interesting books and by chance they both discuss multitasking. In fact, the first one deals entirely with multitasking from the point of view that it is far more effective to tackle one thing at a time. The second is about SCRUM, the highly popular way to manage software teams and projects. It talks about using SCRUM outside of the realm of software—I’m interested in applying the principles of SCRUM to all areas of business.

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3 Simple Ways To Make Your Sales Calls More Productive

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When your sales activity is low and you’re not hitting your targets for the month, your sales manager will often assume that you’re not making enough calls in a day. Since, to most salespeople, sales is a numbers game – the more calls you make and the more potential customers you talk to, the higher your chances are of closing a deal. But is sales really a numbers game? Isn’t the number of calls you make irrelevant, if you are continually striking out each time because you keep making the same mistake? What about your sales strategy?

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4 Ways To Become a Highly Productive Person

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I’m sure we’ve all figured it out by now that regardless of the number of cups we drink, our morning coffee (or tea) won’t automatically make us more productive. Since, admit it, we all love distractions and we can barely make it through a day (or make it through writing a HUB post) without being interrupted and getting side-tracked.

I’m always searching for new ways of increasing efficiency, whether it be with innovative apps or simple tips for my daily routine. After recently making some minimal changes in my life, I have managed to increase my own productivity at home and at work. Here are some tips that helped me become more productive.

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Increasing Sales Productivity by Getting Salespeople to Work Smarter

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The Thinker

How’s that for a title? Straight out of what we’re all trying to do today with tools like sales automation and CRM; with devices like smartphones and tablets; with interactions by webinars and web conferencing in addition to phone and email; with Big Data and Drip Marketing and High-Velocity Selling; and with training in the principles of adaptive selling.

Wait. Adaptive selling? What’s that?

Before I explain, I have a confession. The title of this article is plagiarized. Yes, I stole it verbatim from three PhD’s – Harish Sujan, Barton Weitz, and Mita Sujan. It appeared in the August, 1988 edition of the Journal of Personal Selling and Sales Management. Is there a statute of limitations on plagiarism, because that makes the title nearly 25 years old.

Anyway, back to the question, what is adaptive selling and how can I learn to do it and work smarter? Well, according to their paper, adaptive selling is altering your “sales approaches based on the nature of the customer.” That seems pretty basic, doesn’t it? But is it so basic that the term is gone? Google it. From my computer the first five hits were for simplistic definitions from Investopedia and The Business Dictionary, a referral by the American Marketing Association to a 1990 paper in some other journal, a scholarly paper from 2nd World Conference on Innovation and Computer Science held in Kuşadası, Turkey, and this paper. Not exactly your top search term, apparently.

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Inside Sales – A Productivity Engine

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The field sales force is an extremely valuable resource for every company in the B2B business. It has a strong effect on sales success, it is usually a scarce resource, and it is cost intensive.  No question that everything must be done to maximize the effectiveness and the efficiency of this resource.

One contributor to the effectiveness and efficiency of the field sales force is the internal sales force. Its role is becoming increasingly important. This is to a great extent attributable to the availability of modern IT technology, which strongly contributes to its effectiveness and efficiency.

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The Sales Productivity Category – Less Can Be More

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Productivity is the measure of the efficiency of production. If it takes me an hour to do a task, and I find a way to do it in 55 minutes, I’ve increased my productivity. In sales, production means the number of opportunities worked, and the ratio of wins to losses. Increasing my productivity means more opportunities worked in the same amount of time, and a higher number of won sales in relation to my total number of opportunities.

Sounds simple enough.

So first, increased productivity requires increased efficiency in the number of opportunities worked per unit of time. I can increase my efficiency through technology by automating tasks, or through tools to triage my leads and opportunities and separate the wheat from the chaff, or through processes that keep me organized and focused and use my time effectively, or through territory management to eliminates wasted travel time, or through … well, the list goes on and on, doesn’t it?

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