Is Your Sales Team Wasting Time and Money in the Big Middle?

Posted by Ty Curry on Tue, Dec 19, 2017

This post is the second in a four-part series on how high-tech companies can improve coverage of the “big middle” market segment.

In a recent Harvard Business Review article, ZS co-founders Andy Zoltners and PK Sinha discussed the importance of improving sales force allocation. “Salespeople can work smarter, not harder, by dividing their time more appropriately among customers and sales activities. Sales effort allocation has a large impact on sales and profits,” they wrote. Sales reps often waste money by investing time in the wrong activities and by focusing on the wrong accounts. Focusing on accounts with the most potential is critical. Making sure that your sales force is spending time on the right things will help high-tech companies improve performance by better targeting the valuable yet elusive mid-market segment: companies with $100 million to $1 billion in annual sales, known as the “big middle.”


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