This is a guest post by Aaron Ross, co-author of “Predictable Revenue: Turn Your Business into a Sales Machine with the $100 Million Best Practices of Salesforce.com”. You aren’t alone – just about every company struggles with adoption of their Sales Force Automation (“SFA”) system – even the SFA companies like Salesforce.com! WHY EVERYONE STRUGGLES...Read More
According to a survey conducted by CSO Insights, 80% of employees are not actively engaged at work. Shocking? Maybe. True? Definitely. In fact, the same study found that organizations, where more than half of reps report feeling engaged, are nearly twice as likely to meet their quotas. In fact, the difference in quota achievement...Read More
No matter how large or small your team is, every organization can benefit from automating their sales process. In fact, if your organization has any plans to expand and more effectively compete in your industry, automation should be a critical element of your plan. Companies using sales or marketing automation can expect a 53% higher...Read More
Are you micromanaging your team? Although you may feel like you’re doing what’s best for everyone by monitoring all aspects of your department, that’s far from the truth. Micromanaging can lead to low employee engagement, higher stress levels, increased employee turnover, and a sense of dread in the office. So how do you tell if...Read More
As 2019 approaches, the talk about “New Year’s Resolutions” starts coming up. Instead of lecturing on the healthy habits and time-saving practices you should take with you into 2019, I’m here to do the opposite. In celebration of 2019, here are 19 habits that you should leave behind so you can up your selling game...Read More
Efficiency [ih-fish–uh n-see] noun; the state or quality of being efficient, or able to accomplish something with the least waste of time. We’ve all heard the statistic: salespeople only spend ⅓ of their time actually selling. This can easily be blamed on the salespeople themselves but taking a step back, it’s easier to tell what...Read More
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