CRM was one of many technologies developed to automate a company. But with a sales force composed of live, breathing humans—should people also be so automated through CRM? The original intention of CRM solutions was to coordinate various departments within a company in their customer relationship activities. As time went on, CRM also became a ...
Do you want your sales team to make more sales? If so, an easy way to make that happen, is to support your sales reps to work more efficiently. And if you plan to do that, you’ll want to invest in some smart CRM software. Here’s why… #1: “Smart Cloud” for Remote Working Pick a CRM ...
For many years, sales techniques have been a matter of heavy focus—by sales management, sales trainers, sales book authors, and of course salespeople themselves. Endless techniques are evolved, refined, taught, adapted or rejected, and endlessly argued. But if there is one particular factor underlying all sales techniques that nobody could argue against, what might that ...
The sales team of yesterday and today are drastically different. Sales automation has certainly made a difference in the way sales teams conduct themselves—but it isn’t just computerization that has brought about all the changes. Sales management and the sales forces they are supervising have had to adapt themselves to today’s highly competitive marketplaces in ...
You’ve seen it yourself as sales management: despite a great sales process that the sales force is pushed to follow, and sales analytics measuring it, there can still be quite a difference between salespeople. Some close consistently, others close intermittently. Some meet—and in some cases exceed—their quotas. Others are always lagging behind. Can this gap ...
50 years ago, the success or failure a sale was carried completely by the salesperson. Leads were sketchy, there was little to no sales process of any kind, there was certainly no automation—and it was totally up to the sales rep and his or her skills. Through the 1980s and the 1990s, the pendulum swung ...
Once you’ve created a robust sales process for your organisation, the next step is to ensure you can accurately measure it. That’s because the figures you generate will provide you with the clarity you need to make better decisions and ensure smarter execution of your ideas. In addition, if you can quantify the performance of ...
There has lately been an attempt to differentiate overall sales in to various broad sectors: territory management, account management, call management and opportunity management. These all certainly have their own sales techniques, issues, peculiarities, and solutions—but not only does the last of these, opportunity management, fully embrace the rest of them, but underlies them and ...
