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
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
Salesforce is a CRM platform that tracks all sales activities including calls, meetings and notes entered from customer calls. Strong relationships with your customers is necessary if you want to have your business remain successful and stable through difficult times. The actual process of staying on top of these business relationships is where it can be tricky. Therefore, it is important to capture the sales activities in the CRM. CRMs offer solutions that work as
Automation has entered every aspect of our businesses and sales processes. In addition to the basic tools that include CRM, Marketing Automation, Outbound Automation and Call Recording Platforms - sales automation and artificial intelligence are now foundational tools for sales teams. The question is how do you use these tools to attract the right sales leads and increase sales team productivity?
Acquiring insights into prospective sales opportunities means that there
Analytics, Business Intelligence, Revenue Intelligence all thrives on CLEAN data. Without GOOD and CLEAN data, all the fancy reports and insights are garbage. As we know CRM data is not always the cleanest, Opportunity and Deal data is usually ok since you need to understand the state and size of your deals, but Account and Contact "meta data" such as Location, Revenue Size, # of Employees, and up to date Contact information such as Title, Phone, Mobile
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:
The Sales Mastery Group has released their 2020 "AI-for Sales Solutions Guide." The report is a round-up of 180 solutions in the AI-for-Sales space. The round up summarizes product capabilities and includes links to product websites, demo videos and other information to help you sort through the Sales / AI landscape.
Sales Mastery Group is run by Jim Dickie and Barry Trailer - both seasoned analysts who have
The health of your sales pipeline is one of the most important metrics to measure the current and future health of your business.
A recent survey cited 72% of sales managers lead sales pipeline review meetings at least several times a month with their sales reps. The problem, though, is that 63% of those sales managers responding stated that the businesses they work for are doing a bad job of managing their pipelines. These numbers show that there is room
"May you live in interesting times" is a quote often cited during difficult or trying times in our lives. Ironically, one of the origin stories of this popular phrase is often described as a "Chinese Curse" while others credit it to a collection of Chinese short stories written in 1627 where one of the main character says:
"Far better to be a dog in days of peace
Than to be a
As business leaders and sales managers know - business is always changing. There are always new things to adapt to. But, many of us were not ready to deal with a global pandemic and the associated changes and impact. All around the globe business offices are closing and entire workforces are working from home. What can we adjust during these changing times?
Like with all changes,