The sales process is experiencing a paradigm shift away from the tradition of updating strategy and changing every quarter or every month. When sales managers tabulated all of the results of the team’s effort in the past few weeks, the numbers may result in some positive recognition or telling certain team members to step it … Continue reading
Measuring salespeople’s performance is a journey, not a destination. Measuring sales results is step one. Step two is measuring sales activity. Step three is the when CRM measures engagement. For most, just knowing the number of leads generated or calls made is a huge step forward.If you’re not measuring basic things like this, then … Continue reading
Everyone wants a sales dashboard, but what should be in it? Many online CRM solutions come complete with out of the box dashboards, but sales managers quickly find this generic information not specific enough to be actionable. What you define as a lead will not be the same as for the next sales team. What … Continue reading
