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No matter how you slice it, sales management is a tough business. But as with anything, once you gain some stable principles, it does become easier. Here are four primary risks for sales management—and how they might be addressed.

There’s no doubt. We’re in a new sales era where traditional techniques are becoming redundant, and sales force and sales teams need to adapt to survive. But what does this mean in practice? What skills do sales reps require to close effectively in the new landscape? Let’s reveal some of the most important in this ...

Sales pipeline management is a broad and sometimes daunting subject. But there are some basic guidelines which, if followed, can set your feet firmly on the road to effective management of your own or (if you are in sales management) others’ pipelines.

For any business engaged in sales (and that would be pretty much all of them) sales forecasts are crucially important. Companies normally go to great lengths to create accurate sales forecasts, for entire chains of events are tied to them. These include the procurement of raw materials, creation of products to meet demand, hiring and ...

Old sales techniques no longer work. This means that the businesses that fail to adapt to the new sales era are going to find it increasingly difficult to survive and thrive. Unsurprisingly, the internet has been the game-changer here. That’s because content has allowed consumers to self-educate about what they want. In turn, the role ...

CRM solutions—and software solutions in general, really—have always evolved toward visualization. Since the beginning of computing—specifically personal computing—users have been demanding the ability to see what they are doing. It is interesting that despite the long-ago innovations of WYSIWYG (What You See Is What You Get) displays and graphical user interfaces, true visualization for CRM ...

For a couple of decades now, business technology pundits have told us we needed a CRM application. IT staff have convinced executives that their companies couldn’t live without one. CRM developers have asserted theirs is the best, with a broad variety of supporting arguments. Yet at the same time, sales forces have continued to complain ...

As you know, customers are now more aware of the options available to them than ever before. The explosion of information online combined with content marketing and discussion on social media has changed the buying journey – forever. Now that may sound dramatic, but the implications for sales teams are HUGE – and not every ...