Sales pipeline stages Sales people by their nature are optimistic people. The resulting effect of this is that Sales people tend to be overly optimistic with their sales forecasts Part of the reason for this, I believe, is the descriptors used in the traditional stages in the sales pipeline that to confirm to something like: …
One of the most difficult element when discussing CRM with existing or potential clients is quantifying the value that CRM brings to an organization. It’s somewhat tricky since putting a value on something intangible as CRM is always going to be subject to a few assumptions. Also each client uses the same CRM software in …
What’s the most important number that every sales rep needs to know before he or she can build an effective sales plan? Their Lead Deficit. To give yourself a solid chance of making your Sales Target you must know this number. I looked at a similar concept in a recent blog on Calculating your lead …
“Adoption” is almost a dirty word in the CRM world. While CRM systems provide visibility into deals and the customer lifecycle, sales reps often regard them as hurdles to active selling time. This makes CRM adoption on par with pulling teeth. With the right strategies, sales leaders can motivate their reps to embrace the technology …
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