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When a sales rep shouts from the cubicle tops about his or her busyness, it’s time for a performance review. The busy body rep is likely mistaking movement for progress, and performance is suffering. When focused on the amount of activity rather than the quality of activity, a rep is sure to miss marks on the sales pipeline, which is driven by focus, clarity, and a flawless delivery of the right message at the right time. A tête-à-tête can realign, and the following sales enablement aids can help to give reps the tools to abandon busyness for real productivity.

Time is a scarce resource that you dole out on a breath-by-breath basis. Leaving the existential debate aside, most can agree that it is wise to allocate time to worthy activity, and forget the rest. Highly effective sales reps know when to spend working hours completing a task, and when to say “no-” for today, this quarter, or forever.

Whether making a sales pitch during a 60-second elevator ride, or engaging in a walk-up meeting, short sales call, or any unplanned selling encounter, the effective salesperson can use prepared content to turn a quick, surprise exchange into a high impact sales interaction using sales enablement tools. Here’s how.

When potential clients are far away and sales representatives are selling remotely, there is a lack of human contact present in the relationship. Sales enablement tools like digital sales aids can help to pick up the slack that is inevitably caused by distance.

Over the years, many effective salespeople have learned to collect and withhold their best sales tactics to improve their own sales performance and meet their own quotas. If they’re feeling especially charitable on a particular day, they may give insights into what’s working for them to their closest colleagues.

It’s a feeding frenzy approach, where every sales person is on his or her own, forced to run, fight and bite to win a sale. If you give big enough bonuses to “top dogs” and create enough fear in low performers, this approach may work for some time, but it’s not conducive to real sales force growth. Sales team contests are not real sales enablement tools.