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Labeling people might be interesting but we provide proven tools for you to fix productivity-lowering problems.
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Research drives what we do. Review the latest in sales and service scientific inquiry.Comparison of Call Times for Top Performers and Under-Achievers
Call times were collected and evaluated from two groups of telephone salespeople from a financial services firm. The first group were designated Top Performers (N=29). To qualify as a Top Performer a salesperson had to be in the upper echelon of producers for two consecutive quarters. The second group was identified as Underachievers (N=70). Underachievers averaged less than half the production of the Top Performers during the same period of time.
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