sales management
What is Sales Force Automation (SFA), and why should you care?
Nearly every industry in the world is looking for ways to automate processes, and the sales industry is no exception. The word Sales Force Automation (SFA) sounds promising in that it promises a reduction in costs and efficiency improvements. However, sales force automation is not (yet?) everything it is hyped to be.
Rethinking The Role Of The SDR (Sales Development Representative)
Recently, I’ve been on a bit of a rampage, rethinking how we identify and pursue opportunities. In this post, I’m trying to look at how we deploy people to actually find these opportunities.
CEOs: Why are you ignoring the cost of failing new sales hires?
Everybody in sales leadership knows that a bad hiring decision, or failed on-boarding, is a costly mistake. So why is turnover still so high in the sales industry? Maybe leaders feel like they can’t fix it, so why bother trying. Or they feel like they have more pressing concerns.
Coaching Your Sales Teams Like a Pro
It’s pretty near impossible to find a negative opinion about the effectiveness of sales coaching on the top line performance of a company.
Here’s why you need to understand confirmation bias in sales
It’s no secret that human beings do not always make perfectly logical decisions. As much as we may try, our emotions frequently get in the way. To make matters worse, our brains can get in the way, too. We are quite literally wired to take “shortcuts” in thinking, called “heuristics.”
Would you prefer your sales people to be heroes or pragmatists?
What I have to say probably won’t go down particularly well with a sector of the sales improvement community whose primary purpose seems to be to convert every sales person into a superhuman hero capable of leaping customer objections in a single bound.
