Successful selling comes from having the right Quantity (e.g. number of customer meetings), Direction (what customer, what segment, what contact at what level) and Quality (impact and conversion rate from the activity) in the sales activities performed.
The Work Pattern and the Sales Pattern are two vital tools for the Sales Manager because they ensure the right Quantity, Direction and Quality.
The Sales Pattern details the activities and behaviour during a customer visit. The Work Pattern means how the sales rep distributes all available time, what tasks are executed during the period and how much time is put into each task.
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