sales management
Why Your CRM Is Not Enough
Yes, CRM systems have evolved. Now they are drawing on sales staff emails, calendars and databases to offer tips on how to best interact with specific customers. They’re trying to incorporate more analytics, provide more data and incorporate social media as sales organizations move to become customer-centric.
Sales Forecasting Essentials - Get Your Definitions Right
There’s nothing more frustrating for a sales leader, a CEO or a Board of Directors than a continued inability to come up with a revenue forecast that consistently hits the target numbers. But - as anyone who has had the responsibility knows only too well, accurate forecasting is a tough task.
What is your opportunity definition?
Let’s start with a quick experiment: select an opportunity from the early stages of your pipeline right now.
What True Story Does Your Sales Pipeline Tell You about Your Business?
Yesterday I was looking at the dashboard in my new car and noticed that one of the gauges could be swapped out. There aren't any fixed gauges on this dash because the gauges, ranges and needles are displayed digitally. I can even change their color! The thing that caught my interest though, was the flashlight effect where the ticks to either side of the needle are brighter and bolder to draw attention to where the needle is pointing.
The Ladder of Sales Competence
In psychology there’s a model called “the four stages of competence” that explains how people move through different stages when learning new competencies. I find this model interesting to have in mind when it comes to sales competence and sales technology.
Take a Look at Yourself Through Your Customer’s Eyes – If You Dare!
When was the last time you wondered what it would be like to buy from you? Maybe you never have; maybe the prospect would be far too daunting. Imagine arriving at your office, was it easy to park? Were there reserved parking spaces for customers/clients? Close to the front entrance? And when you approached reception, what response did you get? Did you feel welcomed? Valued? Important?
