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Getting More from Sales Tools

The average sales person uses between 20 and 40% of the selling tools available to them. This shows in any selling professionals ability to create and keep profitable customers. Why is sales tool adoption so low?

Because of these failures, most customer relationship management (CRM), sales force automation (SFA), and order management tools are ignored by busy sales people. This can be forgiven if the sales person performs, but a huge frustration if they don't.

Remember, as a sales person you are paid on selling, not updating some hard to use system. The key is to use the system in a way to improve selling, as a means of automating follow up, and to your best advantage.

Often top sales performers don't use their selling tools more, they just use them better. This is the difference between average selling results and extraordinary. Learn to use the tools given to you, or get someone who can use them for you.

© 2008 Building Business Relationships, All rights reserved.

Justin Hitt helps individual business-to-business selling professionals close more sales with greater customer retention. For unique strategies visit https://www.justinhitt.com/
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By Justin Hitt at January 22, 2009 5:57 AM  Subscribe in a reader

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