Whether you’re keeping up with changes in the market, have merged or have been acquired, restructuring a sales process is likely to ensue. Of course, this brings challenges beyond coming up with a restructuring strategy. Redefining how your organization acquires business creates FUD: Fear, uncertainty and doubt. Your sales team has to understand your new...Read More
Money, alone, doesn’t engage employees. There’s plenty of data to prove it. The good news is that motivation can come from other places – specifically, sales incentives. But these can get tricky. You want to choose sales incentives that motivate sales reps, but also fit your budget. Sales incentives come in different shapes and sizes....Read More
Ever wish for advice on your sales strategy from a pro? Salesforce has your back. Last week, the company hosted a live broadcast with Salesforce Director of Product Marketing Tim Clarke called “Sales 2020: A Look At The Future Of Sales Organizations.” The discussion featured: Brian Vass, VP of Sales and Marketing Technology, Paycor Justin...Read More
Bad news, sales leaders: Great salespeople are slowing dying out, and we only have ourselves to blame. Reps do exactly what we ask, yet performance decreases while turnover increases. Where’s the disconnect? Sure, you can develop a more effective hiring plan, give your reps better technology or even develop your own sales methodology. But there’s...Read More
Sales Productivity Statistics: The Bad With the abundance of sales productivity software available today, you’d expect that time spent on sales activities would be at an all time high. Unfortunately, that’s not the case. In fact, some sales software might actually decrease productivity on a sales team. There are some alarming statistics on sales activities...Read More
Looking to measure ROI of sales activity management software? You’re in the right place. The case for sales activity management is clear: It automates the process of tracking day-to-day sales activities, which enables proactive sales management. The system even provides scorecards for sales reps to keep track of goals and update them in real time,...Read More
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