There is no doubt that sales automation tools like customer relationship management (CRM) and configure price quoting (CPQ) software benefit sales managers. That’s probably why 91% of businesses with over 11 employees now use a CRM solution. CRMs help systematize processes, centralize information and give management a better view into sales rep’s activity. But how does that help the sales person?
The problem with CRMs – from the rep perspective – is that management gets all the insight but they only get more work with very little value in return.
If you’ve ever been in sales, hopefully you’ve experienced the feeling of being “in the zone” and having a huge sales day/week/month. When you’re continuously generating new leads, configuring the right offer and closing deals left and right, it seems as though you can do no wrong. Sports psychologists call this state “flow” – the realm of performance where skill, training and mental discipline come together and lift you to your peak level.
According to NBA All-star Kobe Bryant, “when that happens you really do not try to not focus on
There is $1 TRILLION spent on sales training globally every year, according to the Bureau of Labor Statistics. I couldn’t believe the number when I heard it – and not because the math doesn’t make sense. With 1 in 8 jobs in the US being full-time sales positions, it makes sense that there is an immense cost to training the global sales force.
I was surprised because every sales department I go into seems to have little to no defined sales training process and the training that is being done is
Show of hands, how many of you sales executives have a project or software implementation in the works with your IT department right now? I’m sure a few of you are still waiting for IT to set up your new video conferencing system or enable Phase 2 of your CRM implementation.
It’s no wonder that so many of you are putting off implementing a CPQ solution because you believe the process will be a lengthy and arduous series of reviews and meetings with the IT department where ultimately not enough gets
“Oyez! I have important news!”
If you were around a thousand years ago, that would be an all too familiar sound letting you know that the town crier had some news or pronouncement for the town to hear. Then the printing press came around, making the town crier seem like a pretty ridiculous notion.
“Hey Bill, do you have the most recent version of our Excel quoting spreadsheet?”
If you were around 10 or 20 years ago, this would be a familiar sound from the sales floor. Then CPQ software came along –
It’s the end of week two for your new sales hire when the call comes – an important prospect that the company has been nurturing for a year has just finalized their project requirements and now needs a proposal in 24 hours. It’s a highly competitive situation and being end of quarter, the rest of the team is focused on closing their own opportunities. How well will your new rep respond?
Now you’ll see just how effective your sales training program is. If your onboarding process isn’t up to snuff –
There’s something that’s been bugging me lately when I talk to sales managers. They have a customer relationship management (CRM) solution. That means they get it. They understand that in order to succeed, their sales teams need tools that help them organize customer information and track sales opportunities.
So why is it that when it comes to putting together sales quotes, sales teams still use manual, stand-alone tools? Some of the companies I talk to are even leading cloud-based sales enablement solution providers themselves – that are fully integrated with Salesforce
According to Forrester Research, companies spend an average of $135,262 annually on sales enablement programs. In spite of the budget allocation, CSO Insights reports that anywhere between 40-60 percent of sales reps fail to meet their quotas. Why aren’t these companies seeing the ROI?
Sales enablement programs are surprisingly unique in the way they are internally defined, managed and implemented. While most corporate initiatives focus primarily on the beneficiaries – product managers concentrate on customer requirements, HR retention programs center on employee needs – it often seems to sales people that
Your sales processes and product offerings are constantly changing and evolving to keep your organization competitive. That means your sales teams and channel partners need ongoing support and updated information to sell effectively. But if your sales enablement program is ineffective at keeping pace with these changes, sales will be affected.
IDC defines sales enablement as getting the right information into the hands of the right sellers at the right time and place, and in the right format, to move a sales opportunity forward. So providing your sales team with the
When most of us think about sales motivation, passionate pep talks, inspirational quotes, the promise of bonuses and even sales rep competitions are probably the first things that come to mind. You might also think of the more negative tactics some managers like to employ, such “make your quota or you’re fired”.
In reality, motivating your sales team requires more than this. If you want your sales team to sell more, it’s also about what you do… and don’t do, that will get them excited. How you communicate with your team,
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