This workbook outlines strategies to enhance sales productivity by identifying and addressing eight common pitfalls. Key issues include excessive time spent on multiple tools, difficulty in advancing customers through sales stages, underutilization of territories, delays in quote approvals, challenges in team alignment for closing deals, limited coaching time by managers, uncertainty about the effectiveness of enablement programs, and the impact of mental health on focus. It emphasizes the importance of tool consolidation to reduce costs and improve efficiency, recommending an inventory of tools to eliminate overlaps and prioritize multifunctional ones. By addressing these pitfalls, sales teams can refocus on essential tasks, boosting revenue and productivity.

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