TrackResults a Featured Panel Speaker LeapDay at RDA Conference

This week at the RDA conference in Orlando, Florida TrackResults Software’s co-founder  was a featured panel speaker.  In case you missed Todd’s presentation on increasing efficiency and maximizing ROI here is an outline , with more information on the following link…:
1.         How to increase returns
2.         Increase efficiency by building a “Smart Team”.
3.         Focus training on the weak.           

1.         How to increase returns.
TrackResults research suggests building a “Smart Line” by matching the disposition of the salesperson with the disposition of the tour.  Companies should know which salespersons are high or low energy, morning person vs. night owl, divorced, bilingual, “east coast” v “west coast,”  “northerner” or “southerner”, etc.  Knowing these dispositions and being able to match them with the tour will increase returns.

2.         Increase efficiency by building a “Smart Team”.
A high energy sales rep may perform best with a casual-style closer.  These two should be teamed up whenever possible because they perform best when they are able to work together.  In brief, sales teams that turn over a tour to a closing manager, or TO, have a far higher efficiency rate when pairing certain liners to closers. 

3.         Focus training on the weak.
Training sessions are too often broad and mandatory for everyone.  Unfortunately, most sales organizations pick a training topic and make it mandatory often as a reaction to the performance of a few.  TrackResults research says that time spent in training would lead to better performance if the training sessions were tailored to the specific audiences needing the topics improvement.
Furthermore, the training should focus on a specific weakness, otherwise known as “the area with the most room for improvement.” Training someone in an area where they already experience success can actually have negative effects.  TrackResults suggests that if a salesperson is meeting or exceeding goals don’t subject them to more training in that specific area because it won’t lead to greater success.  Instead focus only on the area that rep has room to improve.