Around this time of year, all of us in sales management tend to get a little stressed. Our pipelines are full. Our sales reps are on their game. If all goes well, we shouldn’t have a problem hitting quota … But suddenly, our biggest opportunity calls to say they might have to wait until 2017. It’s inevitable. The good news...read more
Earlier this month, GetApp awarded Salesforce the top spot in their quarterly ranking of the best CRM solutions. This is the second quarter in a row the Gartner company named Salesforce as a leader. Zoho CRM took second place, and Pipedrive came in third. The “Category Leader” ranking serves as a reference point for businesses looking to invest in...read more
Anyone who builds a product or service knows that they will, at some point, have to sell it. But many startups hyper-focus on marketing and product development strategies, while paying little attention to sales. This can be a costly mistake. A sales strategy – unlike one for marketing or product – narrows your focus on one very important aspect of...read more
Let’s be honest: A sales activity tracker sounds like micromanagement. Used a certain way, it can be. Tracking sales activities for the sake of monitoring every rep every moment of every day is definitely micromanagement. But sales activity management gives a new meaning to sales activity tracking. Instead of using it to control sales behaviors, sales activity management uses tracking...read more
Sales leaders spend less than one-fifth of their time on sales coaching, according to research from CSO Insights and the AA-ISP. That seems odd. One of the primary responsibilities of a sales leader is to empower their reps for success. As Jason Jordan explains in “Cracking the Sales Management Code,” sales leaders are like war room generals handing down marching...read more
Sales leaders, here’s something to be grateful for this year: inexpensive sales incentives. The last thing you want to do at the end of the year is try to find budget to motivate your sales team. But the good news is that you don’t have to. Competition, recognition and low-cost sales incentives can all drive sales performance, meaning you don’t...read more
Your Salesforce default display should be like your office desk: designed to achieve maximum sales productivity. For a lot of sales teams, however, configuring Salesforce tabs seems like just another administrative task that takes them away from selling. Many reps never bother. But Salesforce tabs not only help reps focus on the most impactful tools to their role; they also...read more
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