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 Pipeline Review Meetings: Boring, Time Wasting and Useless

Sales Pipeline Review Meetings: Boring, Time Wasting and Useless

Are you still conducting boring sales team meetings where the whole sales team gets prepared to share what garbage they have in their pipeline?  Well if you are, stop it.

You might think that by publicly causing all the salespeople to share their deals in front of the whole team, it will make their competitive spirit come out and cause them to do more activity to create more opportunities.  WRONG.  This is why:

It causes perfectly good salespeople to spend time preparing slides or a report to get ready.  This time could be better spent selling something.
It causes salespeople to believe that the […]

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

Are You Nudging Your Sales Reps Regarding Technology Appropriately?

I bought a new Windows Surface Pro computer this weekend.  It’s one of those Windows 8 half tablet/half computer things.  Small and lightweight.  Perfect for my travel needs and it was just in time.  My tablet conked out permanently on Saturday.  I am traveling right now with just the computer and my phone.  I have less to carry and more technological firepower.

But this is not a review of equipment, although I would highly recommend checking out the Surface Pro.  The experience of buying this piece of equipment and then being exposed to new apps and software caused me to be […]