How to stop the sales department hire and fire cycle
Early in my career as an entrepreneur, I struggled to improve performance on my sales teams. Like many people responsible for sales teams, I hired and fired repeatedly, looking for the rock star performers who could make the organization succeed.
Can Sales Process Win the Hearts and Minds of Sellers?
The concept of ‘winning the hearts and minds’ of your sales force is becoming popular in the world of sales training. Winning the hearts and minds of sellers happens when you give salespeople decision-making tools that remove ambiguity, create clarity of task for each seller, and equip them with tools, resources, and coaching that is highly targeted and relevant.
What Your Salespeople Really Think About Your CRM
It’s no secret that user adoption is one of the biggest obstacles to a successful CRM implementation. According to a survey made by Merkle, approximately 63% of large CRM implementations fail, and 49% of those failures are due to slow user adoption.
Why You Should Stop Tracking Win Rates (And What To Track Instead)
Traditionally, after gross revenue, tracking win rates is one of the most widely measured metrics in sales. Many studies and research projects focus on tracking win rates as a key performance indicator, and the prevailing vision is "the higher, the better." And any of my clients routinely track win rates, too.
You need to know these win/loss analysis secrets
When I ask sales leaders about win/loss analysis, nearly everyone agrees that it is important. But when I ask them whether their company engages in them consistently and effectively, very few answer with a confident “yes.”
The Sales Process Club… Are You In Yet?
It used to be a joke among a small group of people… The Sales Process Club. I met one of the original members more than a decade ago at an industry conference where we both were speakers. I was sharing some of my early thinking on sales processes and their importance to sales performance, and my newfound friend smiled and said, “Hey, you should join our club.”
