Getting salespeople to make their prospecting calls and getting salespeople to use the CRM are probably the two of the biggest challenges faced by a sales leader/manager. Ironically, the two objectives go hand in hand. You can’t reach your sales goals without consistent prospecting, and you can’t be sure that the prospecting calls are getting […]
In the recently released “Inside-Out Selling“, we talk about the importance of finding your mission in life and include a few exercises for salespeople to use themselves and for sales managers to use with their team, as a part of an overall sales training program. The best salespeople have a strong inner drive that keeps […]
We’ve all heard that 50% of CRM implementations fail. And the #1 reason for failure is that the sales team won’t use the CRM. Click here for a review of studies and statistics on CRM failure. On the bright side, 50% of CRM implementations succeed too! To ensure your CRM implementation ends up in the […]