sales enablement
The 3 Most Important Questions about Sales Process
Sales Process is a topic that I have chosen to write about around 25 times over the past 10 years. Lately, we are finally beginning to see some improvements being made in this area.
Organizing sales process workflows within your CRM
User adoption is one of the most frequently cited barriers to sales process effectiveness. According to many estimates, CRM adoption rates hover around 25% or lower on average. These are appalling numbers.
Is your sales process a strait jacket? Or your best sales enablement tool?
It’s no news that a well-designed and implemented sales process makes sales teams more effective. According to CSO Insights’ Sales Performance Optimization Study, sales process related challenges are #2 on the list of sales execution challenges, right after “generate more leads”.
Is Your Sales Process All About You?
While conducting a sales process assessment, I listened with surprise while a sales rep told me that he often sends out proposals to customers who aren’t ready for them yet. When asked why, the rep replied...
A Practical Guide to Implementing Effective Sales Process
As we discussed last week, very few companies currently have an effective, actionable sales process in place that meets the needs of the current market environment for their industry. This failure of sales process has led to a global sales effectiveness crisis that gets worse every year rather than better.
Four Ways Your Sales Process Is Failing
When I ask sales managers whether their company has a sales process, most say, “Yes, of course.” When I ask them to describe it, few can demonstrate a clear and actionable command of that process. In most cases, salespeople and managers from the same organization will describe vastly difference stages, milestones and steps, indicating that the company has no shared view of the process at all.
