Selling is like running a business. Every successful business does a great job of accounting via P/L and balance sheets what are their inflows (revenue) and outflows (expenses). The principals live the axiom ‘time is money.’ For sellers, their accounting system is the CRM platform.
Just ignore it and ask your sales reps and supporting team members to do additional work in Excel to make the numbers right. Read that sentence again and then think to yourself if that sounds crazy. Well, it’s what many companies chose to do.
In the ongoing Quick Start Strategies Sales Performance Study, 79% of companies say that over 70% of their sales reps actively use their CRM system to track, trace, and manage opportunities. However, only 24% of these companies’ state that their executives have a high level of trust in their CRM data.
Behind every sales team is a sales operations person doing what is necessary to keep them efficient, effective and successful. Sales operations is Robin to Batman. The unsung hero.
We’ve become obsessed with marketing and sales data. A couple of years ago we called it big data. We now call it predictive data and that word is even getting old. So, we have come up with new words like machine learning and even AI is coming into play. This all sounds cool and it really is. I love technology, but technology can’t replace experience. At least not yet.
If you identify your sales efforts as underperforming, don’t despair. There are 3 key steps that have proven to lead a company to improved revenue performance.
In our continuing series on revenue performance, we outline the journey of an unproven performer, including steps to take to drive revenue with predictability. There are many reasons why you might be considered an unproven performer.
In our continuing series on revenue performance, we outline how to know if you have an erratically performing sales team and how to proactively improve your performance.
In our continuing series on Revenue Performance, we outline how to know you have a high performing sales team and how to stay there.
The objective of each Where's Waldo? book is simple enough: comb through the crowds of people to find Waldo. The objective of most corporations is to constantly out-perform revenue targets. Both completing a Waldo book and consistently out-performing revenue are many times exercises in patience and frustration, even for the most experienced professional.