Forward-thinking companies are realizing that their sales force is actually an entrepreneurship: it is composed of people who act and think as entrepreneurs. If there is a single factor that separates entrepreneurs from the rest of society, it would be that they make their own games. Salespeople may be (and usually are) employed by others, ... Read Post

Most salespeople are very understandably living in the moment. All their attention is on that next sale or those next sales that are occurring right now. Each sale has its own set of peculiarities—such as the buyer that constantly has to be reassured, or the one executive at your prospect company that has a cousin ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

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 ... Read Post

Over the last 20 years, required characteristics of a sales rep have been radically altered. What are the differences, and what must a salesperson be to make it in today’s sales force? How do you define today’s sales force effectiveness? Yesterday Those of us who are old enough can remember the successful salesperson of yesterday. ... Read Post

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 ... Read Post