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The Rollio Blog: Sales Productivity

Improve your sales strategy today

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The start of a new sales quarter is always an exciting new milestone, no matter if that means a chance to start fresh or to continue the momentum from last quarter. Beginning a new sales quarter means new leads to chase down, new deals to close and new goals to meet.

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Leads. Your company can't sell or grow without them. They're like the map to the treasure, the road to selling success. But what if I were to tell you that generating leads is the easy part? That the real work comes in when it's time to do something with those leads?

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Counterintuitive

This is the story of a superstar salesman we’ll call Jon. In his first year on the job, Jon hit the top 10% in his territory. In the second, he made the top 5% of his region. Then his company put together a superstar team and made Jon the sales manager. Within a year, the company lost more than half the star reps they’d assigned to this team. Here’s why…

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8 Lead Response Secrets to Help You Win

Buyers today do their homework before they talk to a salesperson. If they reach out to

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Some sales leaders always have enough time and energy to get everything done. Others seem to flounder and feel overwhelmed. This Forbes blog explans, The more productive group probably has these 5 things in common.

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Believe it or not, the very things that we think are making us more productive may be making us less so. Solving problems, for instance, could be a waste of time. Pursuing big sales goals can all but guarantee you won’t reach them. Your to-do list can cost you sales.                                                                                            

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High contact numbers are the key to inside sales success. Yet on any given day, only about 1/3 of reps can make 75 or more calls and about half make less than 50. Meanwhile, only about 11% of calls result in contact.

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Call it efficiency. Call it productivity. Call it the endless corporate crusade to do more with less and do it in every department of the company. Including the department that brings in the revenue—sales.

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Here are a couple of stats that most companies in our sales technology business would rather you didn’t see:

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It’s not hard to find opportunities to improve sales performance. Sales cycles can always be shorter, win rates better and sales larger. But sales leaders are expected to “make it happen.” This post on Business2Commuity shows a few places to start. In Harvard Business Review and our own research, we found a couple more.

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