eBook: A Day in the Life of a Top-Performing Sales Rep

Author: InsideSales.com
Posted: November 3rd, 2015

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A day in the life of a sales prospecting team has changed dramatically in the last 10 years. Traditional smile-and-dial cold calling campaigns aren't as effective as they used to be. In fact, what most successful sales prospecting teams do now isn't really "cold calling" at all, even though many still use the term out of habit.

The new approach to sales prospecting is far more strategic and targeted, which creates a better experience for both the salesperson and the buyer. Today's top sales prospecting teams use data science to predict the best prospects and to prescribe when and how to contact them. They combine these actionable insights with powerful sales acceleration technologies, including prescriptive dialers, email and engagement tracking, gamification platforms and cloud-based hiring assessments, to dramatically improve visibility, productivity and effectiveness – ultimately increasing revenue by as much as 30% in as little as 90 days.

As a sales leader, the most valuable thing you have is your team's time. In some companies we've studied, reps spend 40% of their time just looking for someone to call. What if you could optimize your reps' workday to ensure they were prospecting and performing at the highest possible level at any given moment?

Well, buckle in, because you're about to see what this kind of day looks like in action.

In this guide, you'll discover how to marry sales prospecting best practices with breakthrough sales acceleration technology to achieve remarkable results – in some cases increasing your prospecting pipeline by up to 4x.

Just follow along as we walk you through a day in the life of a top-performing sales prospecting rep. It should be a lot of fun.


• See how Stephen Lang, a sales development rep, structures his day to dramatically increase visibility, productivity and effectiveness.
• Learn how sales acceleration technology combined with prospecting best practices can increase revenue by 30% or more.
• Get Team Tear-Aways designed to help you coach your sales prospecting team.


Prospecting, Email, Motivation, Sales Tools, Metrics


gamification, Cold calling, Referrals, Product Knowledge, Databases, Lead Gen, Scripts, Structure, Qualifying, Development, Coaching, Incentives, Recognition, Measurements, Programs, Software, Social media, Technology, Learning, Mobile, Volume, Activity, Measurement, Guideline, Goals, Margins