The Top Crucial Sales Best Practices for 2023

Written by Kira Grieve

Kira is a Senior Campaign Manager at The Selling Factory. Over the last year and a half, she has used her education (Double Gator from UF) and experiences from traveling to coach and encourage over 100 college/UF students on sales outreach, sales tactics and personal goals. 

Have you ever wondered how important sales are for companies? Considering that some companies dedicate up to 45% of their revenue toward sales, it is safe to say that they are invested. 

Part of that investment goes towards making sure that your company has good sales practices to maximize efficiency from your sales teams. 

What are the sales best practices that you can have in your company? This guide breaks it down.


One of the most important sales practices that your team can have is persistence. They need to be determined to win customers over or gain more business from the ones that you already have. 

It is safe to say that in the sales world, the last one standing typically wins. That is because most sales reps tend to give up on a potential customer after one or two attempts. 

Research shows that about 90% of salespeople give up by the fourth attempt. Diving further into this, 48% of those salespeople give up after the first attempt and another 24% of salespeople give up after the second attempt. 

What does this mean? It means that a lot of people in this industry give up too easily. 

While some may not think it is worth the effort and others may be afraid to waste time on a dead end, having persistence and drive can put you above your competition.

By the time that fifth attempt rolls around, you are theoretically only competing with one other sales rep compared to the other nine you may have faced on the first call. That should encourage you to believe that the odds are in your favor if you keep at it enough times.

Embracing Automation 

Another thing that can help a sales team is having some sort of automation with their sales system. This may not only help a company save time but also money. 

An example can be when your sales team has a list of leads that they need to call or email. This list can be hundreds of names long and they are likely reaching out to someone new every 30 seconds. 

What if one of these leads messages back while this sales rep is on the phone with somebody else? You can use automation to help fill that gap. 

In addition, you can also use automation to respond to some of the most common questions that a lead or a customer will have. Or, you can give that customer the option to ask the automated system a common question. This helps bridge the gap during their wait, allowing them to continue communicating with your company, even when they’re on hold. 

Studying Key Information

It might go without saying, but sales teams also need to be well-versed and comfortable talking about their entire product line. Expert knowledge builds trust and establishes your company as a thought leader in its field. 

Everyone on your team should know the answer to almost any question that gets thrown at them. During training, make sure you give a potential sales rep all of the information that they need to ace this important step. Having a knowledgeable sales rep can help reassure the customer of a purchase, eliminate any concerns that they have, and help you close more sales as a result. 

An example can be if someone is working at a car dealership and is trying to sell a car to a customer. That salesperson should know as much about the cars as possible that they are authorized to sell. 

Some things customers may want to know in that scenario are the gas mileage, how many people the car can fit, what add-ons are available, what kind of engine it has, what colors the car comes in, how much the car costs, and more. 

Make sure your salespeople are informed before sending them out to customers, and it becomes easier to establish long-term relationships with your buyers and prospects. 

Organizing Lead Data

Finally, you want to make sure that sales teams are keeping careful track of the progress that they make with leads. 

How many times have they contacted the leads? What is their name? Where are they from? Are there any notes about prior interactions?

A customer relationship management (CRM) platform can help them keep up with this data and organize it so it’s readily available to both in-house and on-site employees. This way, when someone calls with an inquiry, they can pull up their account in seconds and know exactly where they are in the sales funnel. 

All of these features can help a sales team become more efficient. For instance, knowing how many times a sales rep has contacted a lead could help protect them from making the same mistakes again. At the same time, knowing that lead’s name and where they’re from can help reps form a more personal relationship with them. 

Today’s customers crave personalized conversations and connections. If a sales team can offer that from the start, it becomes easier to secure their business down the road. 

Learn More About Sales Best Practices

These are only a few sales best practices you can use to help optimize your team’s efforts. Key strategies to keep in mind include leveraging automation, organizing data to manage leads, studying additional information about your product or service, and remaining persistent in your efforts. 

Do you need support to help your team reach this level?  If so, we can help. Message us here to learn more about our approach and the sales services we offer. 

Victoria Zamitalo

Campaign Manager

Victoria received a BA in History and Economics from the University of Florida in May 2023. She is a driven sales professional with over 5 years combined experience in customer service, consumer relations and outbound sales, and is deeply passionate about fostering close relationships between consumers and sellers. She aims to train the next generation of sales professionals in not only the tricks of the trade, but also interpersonal skills that make sales the exciting and ever-changing industry that it is.

Mia Semel

Campaign Manager

Before graduating with a B.A. in Sustainability Studies, Mia took on multiple roles while interning at The Selling Factory, including sales development, recruiting, and leading campaigns. She is an active listener and effective communicator, specializing in fostering genuine connections and finding common ground among differing perspectives. She aims to find practical, creative solutions regarding sustainable development, biodiversity and the climate crisis.

Kira Grieve

Senior Campaign Manager

Kira graduated from the University of Florida and received her Master of Science in Entrepreneurship. She is passionate about helping businesses grow and connecting with new people. Some of her hobbies include traveling and hiking. She hopes to visit all of the National Parks one day!

Jared Glosser

Vice President

After graduating from UF in 2014 with a B.A. in history, Jared started his professional career Fundraising for a non-partisan political lobby in South Florida. In 2016, Jared moved back to Gainesville to work for a non-profit, recruit students for international travel opportunities, and pursue his MBA at UF. Jared has been with The Selling Factory since 2019 focusing on operations, client onboarding, and client success.

Ian Massenburg

Chief Operating Officer

A graduate of University of Florida (B.A. 2001), Ian Massenburg brings over 18 years of sales executive and sales management experience to The Selling Factory. Before coming on-board, Ian worked alongside Brad at Infinite Energy, and then spent his next 3 years as VP of Partnerships selling SaaS products B2B. Ian brings his vast knowledge and experience to the team and to our partner companies served.

Damien Paulk

Campaign Manager

Damien is a University of Florida graduate that recently joined the team full time after working as a Sales Development Intern for one year. As a Campaign Manager, Damien looks forward to contributing to the growth and success of The Selling Factory. When Damien is not at work he enjoys exploring Gainesville with his girlfriend and dog or watching the Gators dominate college football.

Brendan Viehman

Campaign Manager

Brendan graduated from Liberty University with a Bachelor of Science in Business Administration and Project Management. For the past 5 years, he has enjoyed working with blockchain technology and cryptocurrency development. In his free time, he surfs and makes personal finance videos for his YouTube channel.

Savannah Howard

Campaign Manager

A graduate from the University of Florida’s College of Journalism and Communications, Savannah obtained her Bachelor of Science in public relations with a concentration in French. After almost two years as a sales development intern for The Selling Factory, she joined the leadership team in 2021 taking on the role of Campaign Manager. In her free time, Savannah enjoys going to concerts and festivals and cooking for her friends and family.

Zack Kampf

Campaign Manager

Zack is a creative technologist with experience in advertising, event planning, and game design. He started as an SDR in 2018 and has been with TSF ever since. Upon graduating UF in 2019 he became a campaign manager and is currently seeking a master's degree from NYU. In his spare time, you can find him at the intersection of Art & Technology!

Josiah Blakemore

Growth Manager

Josiah has over 10 years of sales experience, worked with Brad and Ian at Infinite Energy, and also spent time selling SaaS as Director of Partnerships at SharpSpring. He’s always been very competitive and has a love for sports and games. He enjoys solving problems and coaching team members to do the same!

Sue-Ming Frauenhofer

Marketing Manager

Sue-Ming received both her B.S. in Psychology and M.S. in Management from The University of Florida. As a student, she took on multiple roles while interning at The Selling Factory, including sales development, marketing, and recruiting, eventually leading to her current role as Marketing Manager. She enjoys refining her taste in music and visual art, engaging in mindfulness and meditative practices, and frolicking outside with her sidekick pup.

Adam Grossman

Chief Development Officer

Adam is an ordained rabbi, who has founded multiple ventures focused on workforce development. Hired as CEO by a failing non-profit, in over 5 years, his ingenuity saved the organization, which led to recognize it as one of North America’s most innovative Jewish non-profits. His expertise to identify, cultivate, and on-board talent ensures our student teams meet our partners’ needs.

Brad Gamble

Chief Executive Officer

After graduating from UF in 1999 with a B.S.B.A, Brad Gamble has dedicated himself to sales management, branding, coaching, and building companies. He served as the VP of Sales & Marketing for Infinite Energy until 2014, when he founded The Selling Factory. He has dedicated himself to teaching critical skills to tomorrow’s leaders, and helping companies achieve sales success and revenue growth.