One of best pieces of advice I got as I grew up was to always find ways to work smarter and not harder. By leveraging people, technology and other resources in a smarter way you have the opportunity to have a much larger impact than if you just worked harder in a vacuum. In the 2013 research by the Sales Benchmark Index they tell a story of two very real sales people (names have been changed to protect the innocent) and how they approach their sales career.
Bob is a traditional salesperson who relies on emails and cold calls to get new meetings and build sales pipeline. Rick is practicing social selling and leverages LinkedIn and other technologies to find and engage with new prospects. This infographic shows how their very different efforts have an impact on achieving sales quota.