A CRM Alone Won’t Fix Your Sales Management Problem

A CRM Alone Won’t Fix Your Sales Management Problem

It seems that I have been in many conversations lately about Customer Relationship Management Systems, or CRMs. I have spoken with a variety of business owners and sales team leaders who are inquiring about the “best” CRM for their situation. What most are really looking for is a magic bullet to make their salespeople do the right activities to generate enough business. I am not a highly technical person so I cannot share all the ins and outs of the different products on the market. And, I haven’t actually found one that MAKES a salesperson do what they are supposed […]

Sales Managers: Never, Ever, Ever Give Up

Sales Managers: Never, Ever, Ever Give Up

I was in a conversation with a friend and sales manager yesterday and we were discussing their fantastic year— including all the changes that have occurred and the great sales growth they have experienced. He shared with me that he felt a little guilty because he let off the gas. The team was hitting on all cylinders and they were beating sales expectations. He eased up a little. Sales faltered for a few months. He felt bad that he failed his sales team because they probably didn’t sell as much as they could have had he stayed focused.

This is a common […]

Long Sales Cycles, Large Transactions: Activity Plans Still Important

Long Sales Cycles, Large Transactions: Activity Plans Still Important

Of the dozens of sales teams I work with each year, there are always a few that sell large scale services or products with longer sales cycles; typically at least 6 months and as long as 18 months or more. Generally, the salespeople in these cases are paid larger base salaries because it is so long between sales and the upside variable compensation is less than it would be more transactional types of sales. In some instances, all the salesperson needs to do is close one or two deals a year and everyone is happy.

It seems that in these situations, […]