Sales And Prospecting Activities Reporting

Hedin encouraged businesses to take the "50-foot view," as opposed to the "30,000-foot view," of their sales team.

"A lot of folks have this 30,000 foot view of the rep… as long as sales numbers are good, there's not a lot of granular conversation," he said. "Then you have the 50 foot view… this puts you right down there with your sales reps. There's a lot more insight here."

Hedin stated that businesses need to talk regularly with their sales representatives, and also have deeper conversations to engage reps in how they would like to excel each quarter. Heartland Technology Solutions, for instance, conducts in-depth discussions with sales reps once a quarter, giving the sales team a regular idea of what they can improve on and what specific goals they need to pursue.