Sales professionals do not concern themselves with corporate budgets or annual revenue projections. Those kinds of numbers are “big picture” numbers that the sales manager should be concerned with. A sales professional concerns himself with producing revenue against his own quota to generate as much income for himself as possible. One of the most difficult...Read More
A recent article in the Wall Street Journal, Drug Reps Soften their Sales Pitches, reported a big shift in the pharmaceutical industry’s sales approach. Reps are now required to use new selling skills that serve doctors as helpful advisors versus being the stereotypical “pushy” salesperson. The article regularly references the old way of selling — just...Read More
I came across an interesting blog post the other day about the evolution of sales CRM called, “SFA 15 Years Later: Now Every Rep’s Best Friend”. I don’t know that we are yet in the “best friend” stage with most salespeople and sales managers, but the industry sure has evolved rapidly. When I walked around...Read More
One of the common places a sales manager gets stuck is coming up with the right incentive to motivate their sales team. If you’re contemplating running sales competitions, your head is likely spinning with stuff like: What prize or incentive would really fire up my team? What incentive will compel the team to change their...Read More
I’ve been talking with marketers and sales managers for years about the concept of gamification, sales contests, and competitions and a common question is, “Will this drive a short lived spike in activity, or will it have a lasting impact on our business?” When it comes to the world of sales, many incentive competitions are...Read More
I recently wrote a blog article where one of the points was how sales contests and gamification can improve adoption of Salesforce.com. Since the sales competition leaderboard reports on on pre-defined actions in your sales CRM system, it requires that the sales team log things correctly to participate. Plus, it can make work more fun!...Read More
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