sales process
Four Traps Your Sales Process Must Avoid
If you’ve been following me for long, you know I talk a lot about the importance of sales process. So, you may be surprised to hear me say that sometimes the sales process is the very thing that kills the sales organization.
You Cannot Manage What You Don’t Understand
Even companies that enjoy the luxury of clearly superior products, realise that those products will not sell themselves. As a minimum, companies need a sales force comprised of skilled professionals who understand the application of the product range, have an in-depth knowledge of their customer base, market sector and of course the competition. But even all these elements together are not sufficient to ensure optimum performance levels and profitable sales.
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...
Ten Keys to Achieving This Year’s Top Sales Priorities
The RAIN Group Center for Sales Research has released a sales performance study featuring interviews with 472 sales executives, and the results are illuminating. Among other things, the study asked participants, who represent companies with sales forces ranging from 10 to 5,000-plus sellers, to rank their priorities for 2016.
