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Improving Sales Productivity: An Opportunity for Sales and IT Leadership

Increasing sales productivity is one popular way to improve the top line of any business. When all is said and done, however, productivity is based on the ability of individual sales professionals to achieve their objectives. The main focus of this white paper is about revealing key factors in sales rep productivity, including what helps improve their efficiency (increasing selling time) and effectiveness (getting better results from the available selling time). It looks at what sales executives, thought leaders and reps in the field say contribute the most to sales productivity, as well as the critical role technology can play. The whitepaper also examines the key findings from a 2008 CustomerThink survey of sales professionals and business managers. Finally, it reviews the practices that sales and IT leaders should follow for the best chance of success.

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