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Salesdart, a division of "Salesdart, Inc."
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Executives have been fantasizing
about the next revolution in sales productivity - getting
more output from the same investment in capital and labor.
Increasing gross revenue is only half the battle. Unless organizations
simultaneously control or reduce costs and minimize your utilization
of assets, your efforts my produce fewer profits than before.
Salesdart has come up with a list of ways to reduce sales
costs and increase ROI.
Top 10 Ways
To Reduce Sales Costs and Improve ROI
success rates. One strategy to reduce sales costs is to
"spend more to get more," that is, to invest in professional,
consistent prospect feedback that will improve both the volume
and capture of future opportunities. By understanding the reactions
and judgments of prospects regarding its service offerings and
sales approach, a service company can recalibrate its marketing
themes, enhance its products and train salespeople more effectively.
Increasing profitability by increasing customer loyalty.
Research has shown that 80% of sales are made to 20% of customers,
and these 20% often generate more than 80% of profits. 30-50%
of sales costs and customer service costs are wasted in efforts
to acquire, develop, and keep these very customers. And customer
loyalty is related to how satisfied these customers are.
Activity Management. To reduce its sales costs, companies
must minimize the time that sales professionals spend on routine
chores and maximize the time they spend actively selling. Sales
reps are burdened with many activities throughout the day and
have no way to schedule simple "to-dos", delegate
actions, or manage complex tasks. To ensure productivity and
efficiency, organizations must ensure that sales professionals
do not spend costly sales time on coordinating routine tasks
Optimize your sales process. Today's business environment
demands an optimized sales force. Often the first point of contact
between you and your customers, the sales force plays a critical
role in facilitating awareness of your products.
Efficient, cost effective lead generation. During mid
1990s, many companies invested heavily in developing sophisticated
in-house lead generation systems, inside sales teams and outbound
call centers, but within the last 3 years many of these same
companies have drastically reduced or totally eliminated their
inside sales force in an effort to cut the high fixed costs
associated with running an inside sales operation. By outsourcing
their sales lead generation; companies are able to realize even
more cost savings and flexibility while still providing the
same level of support to the field sales force.
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