A Startling Sales Productivity Statistic

I was introduced to Nancy Nardin of Smart Selling Tools through her business partner after the recent @Sales20conf event in San Francisco and she presented some startling numbers on sales productivity.

An organization with $100M in sales should generate 28M in incremental revenue by increasing their time spent with prospects from 37% to 45%.
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I grew up in the country in South Australia and one of the expressions we learned as young adults when visiting the “big smoke” of the city of Adelaide, was “keep your wits about you”.

The definition of this idiom according to the Cambridge Dictionary online is “to be ready to think quickly in a situation and react to things that you are not expecting:” 

In sales, we need to be ready to react to any situation quickly. Fortunately, there is far more predictability in the day of a salesperson than the first solo visits to the big city for a country boy. 

But in sales in particular, you need to keep your wits about you… let me explain.
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