Finding Your Data

According to Hedin, VARs should take full advantage of the ability software tools offer to track data. Programs even beyond customer relationship management (CRM) help businesses organize and track data to outline the performance of their sales team.

"One big question to ask yourself is, are you getting the most out of your software?" Hedin said. "There's a lot of good information in these other kind of tools and I would say you're missing out if you don't use them."

Companies can inspect product and software profitability, margins, and client history reports through CRM, which most businesses use, as well as quoting tools and accounting software to measure sales representative profitability.