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Einstein Activity Capture and the Biggest Problems

by Jennifer Preston on May 6, 2020

Einstein Activity Capture is a great solution for compiling sales rep activity data into Salesforce. Einstein Activity Capture pulls in calendar events and emails and then identifies all the information then matches the information to already existing Salesforce Accounts and Contacts.

Activity Tracking Salesforce

The problem that exists is that Einstein Activity Capture is not able to capture brand-new leads and contacts. There will be no new contacts added only the already existing will be

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Anatomy of “B Player” Sales Reps

by Jennifer Preston on April 30, 2020

Businesses often use labels when it comes to their employees or team members. The “A player” is your top performer (whether that be because of intellect, skills or work ethic or a combination of them all).  The “B player” sales rep usually gets along well with other but works inconsistently and rarely asks for help or guidance. The “C player” is the rep who just never hits the sales goals and is not a team player.

It obvious what to do

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5 Tips to Help Struggling Sales Reps

by Jennifer Preston on April 21, 2020

It is estimated that the turnover rate for salespeople is roughly 27%, according to the Harvard Business Review.  What this boils down to is that out of 4 of your reps 1 will be gone within the next year. The turnover in the sales industry is double that in other industries. As salespeople know, sales is a very tough job. All salespeople, no matter how good they are at their job are bound to hit a few low quarters. As a good manager, it

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Driving Sales with Insights and Analytics

by Jennifer Preston on April 17, 2020

Modern sales teams are already overwhelmed.  The new reality of sales teams working from home because of the COVID19 quarantines in most part of the world are making the lives of sales professionals more difficult than ever.  At the office (the work office), inside sales teams had direct access to all of the tools they needed to be successful:  laptop, desk phone, reliable high speed internet, all of the software they needed and technical support to get it

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Manage Salesforce Activities More Efficiently

by Jennifer Preston on April 2, 2020

Managing a team of sales reps takes vigilance and the power to stay ahead of the game. As a sales leader you are wearing many hats and keeping a lot of balls in the air.

On a typical day the average sales leader is:

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