What is a sales target? A sales target is a goal set for a salesperson or sales department measured in revenue or units sold for a specific time. Here is the complete definition of a sales target as found on Business Dictionary.com. Setting up sales targets help keep you and your sales team focused on achieving your ...
Explore the new role for the sales force in sales management and how the CRM is changing the role of the salesforce. As discussed in our previous blog posting, business has traditionally followed a military “top-down” model. It was only the people at the top making decisions; everyone else was simply expected to follow orders. ...
Companies today are abandoning the military-style corporate model that has been prominent since the end of World War II, in which only the leaders are expected to have ideas and others below them are simply expected to follow orders. This change is being felt in all quarters of an organization, and specifically in the sales ...
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 ...
Are you wondering how to improve your sales force learning curve? Are you happy with how you are your sales force doing? As we’ve been pointing out, a continuing education to improve sales force learning curve—through practical means such as tips and tricks from proven sales experts, videos and even seminars—can mean the difference between relatively ...
When you contact a company to inquire about their product or service, who do you expect to get on the other end of a phone, chat or email line? It’s a simple answer: an expert whom you can trust. You want someone who is going to anticipate your needs, have certain, knowledgeable answers to your ...
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 ...
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