We Need a Sales Process!

When the CEO says “We need a defined sales process”, what are they really saying? First, the CEO clearly has a belief that process will increase sales. Secondarily, I believe the CEO is asking for a repeatable, visible and measurable system that replicates top sales performers.   The devil is in the details. So based on the organizational mandate for a sales process, here is a generic version of what Sales Operations typically delivers:  

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Is Sales Enablement Making Salespeople Stupid?

Doh!Sales Enablement software has a solid foothold in many sales organizations. Better than the knowledge management platforms it replaces, Sales Enablement solves a common sales force “distribution” problem; that is, the problem of distributing marketing content to, and through, the sales force. Sales Enablement’s oft-stated purpose is to provide the right salespeople with the r ...

Don't Forget About Quotas!

By the end of the fiscal year, most sales compensation leaders are feeling good about where they are in the next year's sales incentive plan design process (we hope). The management team is finalizing the design, developing the rollout plan and expressing confidence that the plan is aligned with the strategy.   But inevitably, if reps’ incentive pay is based at least in part on attain ...

Why CRM Will Never Be a Strategic Advantage

    CRM and Sales Force Automation have been with us for several decades now, and most companies have gone through many iterations of the constantly improving technology.  From basic contact management to advanced data analytics, Rolodexes and spreadsheets have been replaced by sophisticated technology platforms that are increasingly easy to deploy and use.  At last, the critical i ...

When Good Salespeople Go Bad

Why do Slumps happen, and how to can we coach reps through them? Salespeople have at least one thing in common with pro baseball players: Slumps. All major leaguers – even all-stars – go through extended periods where they can’t get a hit. Pressure builds. Confidence erodes. After a while a player can feel so defeated, so helpless, that his attitude virtuall ...