The Art and Science of Dynamic Sales Performance

Therefore, winning over users and obtaining buy-in at all management levels are crucial to the success of any CRM initiative. Front-line salespeople are often the major source of resistance. The newest solutions from leading software providers such as Oracle incorporate many innovations to change this trend. For example, new features let salespeople work the way they want to, reduce their administrative burden and genuinely support personal success in every aspect of the sales process. This white paper discusses user adoption problems in general, followed by an overview of the newest CRM features designed to drive ease of use and high rates of user adoption. ... Read Full Story

The challenging economy is forcing salespeople to do more — to spend more time on the road, to uncover more opportunities, and to follow-up on more prospects. This is forcing salespeople to be more resourceful and creative in how they generate leads, pique the interest of prospects, and close deals. Yet, recent research suggests that salespeople spend much more time on administrative duties than on direct selling activities. This white paper examines how traditional CRM technologies, while valuable in helping organizations manage customers and revenues, have not really assisted the salesforce do their jobs. Request Free! Read Full Story

Although an easy way to recruit, employing contract and in-house recruiters is generally a poor way for companies to attract top industry talent. Furthermore, studies indicate that within 12 months of the hire, 60% of all new hires are considered unsatisfactory (all hires, not just those who were introduced by recruiters). This doesn’t mean the under performing employees leave the company—it simply means that position is now filled by an unsatisfactory employee. Recruiters have an extremely tough job that hinders their ability to recruit the best of the best. A typical contract recruiter must: • spend hours locating a vacancy to fill • negotiate ... Read Full Story

Most sales teams are overflowing with underperformers, from those who are consistently far below quota to those who meet quota but could be performing on a much higher level to some of the top salespeople who haven’t reached their full potential but who just can’t seem to find a way to step up another notch or two. All of these underperformers are costing the company money—even those top salespeople who have reached a plateau they can’t seem to climb above. Lost sales, wasted training dollars, discontent and anxiety, and turnover are just a few of the serious issues associated with underperforming sales teams. Traditionally, ... Read Full Story

I write proposals for potential clients all the time. Some you win, some you lose. While I don’t expect to “win them all”, what I do expect is the common decency of an answer regardless of the decision. I mean, I take the time out of my busy day to meet with someone, brainstorm with them, give their situation my best thinking, write it down on paper and submit it. Doesn’t it seem fair that after my investment of time and energy, the least the person can do is provide an answer, one way or the other? I recently wrote a multi-page proposal for ... Read Full Story