Benefit Communications Insourcing wanted to drive employee engagement. They didn’t know activity management would be the answer. “We wanted to drive culture, collaboration and increased recognition. We have many folks who work in the field, and our goal was to create a ‘virtual’ culture,” explained CRM Development Manager Valerie Thompson. Valerie and her team evaluated all sorts of...Read More
Sales activities are the only controllable metrics we have. Sure, we influence results metrics like revenue and market share by performing specific activities. But we cannot directly affect them. If sales leaders could control business results, then teams would hit quota every single quarter for the rest of time. That’s why there’s a major shift...Read More
Modern sales teams are more aligned with their marketing departments than their predecessors. But some organizations still struggle to make the transition. The sales and marketing teams have the same goal – bring in new customers – but they aren’t working in tandem. A sales activity management system allows sales and marketing to align on...Read More
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
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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