3 Keys to Success with CRM (No Matter Who You Are)

Wednesday, April 16th, 2014 - Post by JasonJordan

CRM has been with us for decades, yet most sales forces still struggle to get the most out of it. And this struggle is not relegated to smaller, less sophisticated organizations – We see the same issues at our large global clients. Big investment… Little adoption. High expectations… Low perceived value. Lots of data… Limited insights. But how can this be, when so much sincere effort has been invested in making CRM the game-changing innovation that it should be?

Ironically, it’s our observation that many sales forces fail to get the most out of CRM because they literally try too hard. They want CRM to be the omnipotent center of their sales universe. They view it as the single, all-knowing hub of all selling activity and information. If that sounds like your organization’s desire, then we would offer you only four words counsel: Good luck with that.

The number of companies that we’ve seen succeed with this center-of-the-universe strategy can be counted on one hand. And the number that we’ve seen fail is, well, all of the rest. If you want to have a successful CRM implementation, regardless of the scale or scope of your sales force, then here are … Read the rest

4 Reasons to Train Your Sales Managers INSTEAD of Your Reps

Tuesday, April 15th, 2014 - Post by JasonJordan

We were recently speaking at an industry conference where Neil Rackham, the best-selling author of SPIN Selling, made the interesting comment. Thought –provoking as always, Neil said that he would invest 10 times as much in training sales managers as he would invest in training sales reps. (Watch the video clip of Neil) While we agree that sales managers are the keys to the sales kingdom, we would offer 4 very specific reasons why we believe this is a solid strategy to improve sales performance.

1) Sales Manager Training is a High-Leverage Investment
When you train one salesperson, you’ve improved the performance of one salesperson. When you train one sales manager, you’ve improved the performance of the manager’s entire team. To borrow a term from the military, the sales manager is a ‘force multiplier’ that can single-handedly and disproportionately improve the performance of a sales force. In times when sales performance is struggling AND training budgets are being tightened, there’s no greater place to make a high-impact training investment than in your sales managers.

2) Sales Management Training Boosts the ROI on Previous Investments
It is our observation that most sales forces have exhausted every possible investment before Read the rest

Don’t Laugh… The Sales Manager in This Video MIGHT BE YOU!

Tuesday, April 8th, 2014 - Post by MichelleVazzana

Salespeople and their managers do a lot of stuff during the course of a day, but is all of that stuff productive? View this 60 second video to see if you recognize anyone you know:

Both Jane and Bob seem very busy, but are they doing the right things to improve sales performance? Well, this should be kind of obvious, but… No, they’re not.

Jane is busy selling, but she knows she’s not doing the right things. She admits that she’s not making the volume of sales calls that her organization expects, but that’s not the worst part of her confession. The real tragedy is that she’s not going to hit her quota, and she doesn’t know what to do about it. She realizes that if she continues to do what she’s already doing, the outcome will be the same.

As we all know, Albert Einstein famously said that the definition of insanity is doing the same thing over and over again while expecting a different outcome. Well Jane is not insane, she’s just frustrated. She wants a different outcome, and she’s willing to behave differently. But alas, she’s doesn’t know what to do. And like most good salespeople we … Read the rest