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Tracking sales activities in a spreadsheet has become commonplace. Often referred to as a sales scorecard, this tool allows sales leaders to better manage the cascading chain of controllable activities that lead to sales. This is the first step towards a modern sales management system. As “Cracking the Sales Management Code” authors Jason Jordan and...
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[Bob Marsh is the Founder & CEO of LevelEleven]  According to research from sales expert CSO Insights, salespeople spend only 37% of their time actually selling and interacting with customers. While that number seems alarming, it makes sense when you consider their other tasks – pre-call planning, account research, prospecting to secure meetings, training, internal meetings...
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