sales process
Why Salesforce CRM sucks for salespeople and how to fix it
Let’s be honest. CRM is a basic necessity for every sales department, but it’s really not everything it was cracked up to be, is it? If you’ve invested in Salesforce or another major brand CRM expecting it to form the backbone of a sales effectiveness engine, you were probably sadly disappointed.
Don’t Talk Yourself Out Of It
People have an amazing ability to convince themselves of almost anything. This is great when they are facing a challenge and they reach inside and not only conceive a means of addressing the challenge, but taking extraordinary action and successfully hitting it head on and overcoming it.
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.
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.
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.”
Sales Methodology vs. Process: Why The Difference Matters
In the never-ending search for higher sales performance, many organizations invest in methodologies and process improvements, often without understanding the difference between the two.
