Meeting Mapper—A Vendor Solution Brief
Ever attended an unproductive sales meeting? No need to answer, it’s a rhetorical question.
Sales managers are focused on reprioritizing staff activities in order to help sales reps spend more time selling and less time doing anything other than selling. It’s a logical goal, but only a first step in increasing sales productivity, and more importantly, sales success.
Getting more sales people in front of more prospects means more meetings. But more meetings doesn’t necessarily translate into shorter sales cycles and increased win rates. When sales professionals don’t apply strategy to meetings they lose limited and valuable engagement time, and when they fail to identify actionable follow-through, they delay sales cycles, and when they don’t record meeting content, they fail to deliver valuable information to managers or colleagues – or even make that information available to themselves 6 months later when a prospect reactivates and the sales person barely remembers that a meeting ever took place.