While sales expense has not traditionally been included in cost reduction efforts, today’s margin conscious executive recognizes the magnitude of sales expense and seeks to generate a strong return for it.
This shift is rapidly redefining the profile of a high performing RM that requires a new success model focused on delivering efficient sales through tools, time, and teams. Todays’ top performers are:
- Using technology tools to give them better leverage while staying “connected” to their manager;
- Spending their time on the high value activities that they are best suited to perform; and
Leveraging internal teams and networks to extend their capacity and effectiveness.