Sales management-sales force relationship is changing. Why? As covered in recent articles, the military-style corporate structure so prominent after World War II is finally starting to fade away. Where previously it was only the leaders that made decisions and passed them down the line as orders, now everyone, from the Vice President down to the ...
In his excellent book Conscious Capitalism: Liberating the Heroic Spirit of Business, author, professor and economic consultant Raj Sisodia points out the fact that the traditional business model was originally based in military structure. In a military organization, it is only the leaders that make the decisions; the generals call the strategy and tactics to ...
Throughout history, the importance of an education has always been stressed. The general agreement is the better one’s education, the better one’s prospects. In the last couple of decades this adage seems to have lost some of its weight. The percentage of college graduates not gaining employment in their chosen fields has never been higher, ...
In our series on sales force learning, we’ve discussed a number of factors that are highly important to address, including their communication and social skills. With these in place, we must turn our attention outward: to the customer. And while it is important for the sales rep to learn all he or she can about the ...
Traditional CRM solution has an increasingly mounting number of drawbacks, including length of time for training, implementation runway, cost of administration and lack of user benefit among others. Especially with established brands, these issues have long been taken for granted—“part of the program.” But there is a new paradigm with relation to CRM, and that new ...
A growing number of salespeople and sales management executives agree: The traditional CRM solution model doesn’t cut it anymore. A new generation of CRM solutions has appeared on the market that signal a new paradigm in CRM (Customer Relationship Management)—a new trend that weighs heavily on the side of empowerment as opposed to time-consuming administration ...
It is absolutely true that sales strategies (and, therefore, salespeople) require the aid of technology. This is especially true today with the volume and velocity of data required to acquire, qualify, work and close leads in a highly competitive environment. The workability and usability of that technology is key. A CRM solution that empowers a ...
From the top of a company’s executive structure, the view is all about the future. The only way that board members, investors and other key stakeholders will remain satisfied or enthusiastic about company sales force performance is if that future looks profitable and bright, and if forecasts are continually met or exceeded. All the explanations ...
