Sales Force Automation Tool Tagged Articles

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The Power of a Sales Playbook Embedding Discipline and Best Practices in Your Sales Force

Sales people have a bad reputation in the business world. With movies like Boiler Room and Glengerry GlenRoss, Hollywood has only reinforced this. Frankly, some of this bad reputation is deserved. In many companies, the sales people may be hitting their numbers, but management knows they are only operating at a fraction of their potential. Is there a way to put discipline into the sales function? Won’t discipline kill the spirit and motivation of a good sales team? Good sales people are typically high-energy, relationship-oriented people with a low tolerance for structure. Their talents lie in handling the nuances of multiple relationships in an uncertain and dynamic environment. A Sales Playbook is the answer.

Sales force productivity: Eight Practices to Ensure Your Sales Success

We have never needed to improve sales productivity more than we do in this dreadful economy. For decades, businesses have embraced productivity and cost controls in operational functions like manufacturing and distribution; programs like Total Quality Management (TQM), Six Sigma and LEAN are thriving all over the map. Except in the sales department. We suggest that sales organizations can benefit dramatically from adopting some basic principles of productivity management, simple business techniques that lower costs, improve customer profitability and retention, and reduce sales-person turnover. This article explores the eight key practices that contribute to productivity. If the practice is in place in your usiness, it will contribute to productivity. But if it is not, it will actually inhibit productivity and drive up costs.

"Everyone knows Sales Force Incentives Dramatically Increase Sales"

Sales force incentives are a vital part of business and one of the best reasons is that they work. This is one of the few motivators that can rev up a sales force for pennies on the dollar. However it has to be well designed and executed to reap the full benefits and get the most out of your sales force.

Sales Leadership, A Clear Message and a Fit Sales Force

I was talking with a number of friends about what 2009 / 10will hold for us, our families, our communities and our businesses. Without exception, we discussed the current and possible effects of the GFC (global financial crisis) on our markets and especially on our thinking and our actions moving forward. We discussed the importance of open, clear and honest communication and decisive leadership, clear goals and defining what we stand for. We discussed the fact that it would be very hard for people to make ‘easy' money this year i.e. playing the stock market, etc. No more making money by just moving money around. And that people now needed do some real work to get real revenue coming in the door. (not that some of us weren't doing that already.)

Get Your Sales Force to Perform Magic and Make Sales Appear!

I just finished a great novel called Law of Nines. A traveler from another world visits Earth in hopes of saving her own world. They have no technology where she comes from but they do have magic. Alex, the main character, just can't wrap his hands around the magic. Jax, the alien, tries to help. She said, "that little black thing you talk to where messages appear - in our world, that would be magic but we would do it without the black thing. That box that brings you up and down in a building - to me that's magic. Those enclosed carriages without horses to make them travel? Magic." Neither world could live without what they have but they simply have different names for them. We don't talk about it much but sales has a lot of magic to it.

Bad Apples on the Sales Force - Sales or Sanity?

I've met hundreds of these individuals during the past 25 years and they're all pretty much the same. They're loud, arrogant, know-it-alls that crave attention and will say pretty much anything to get it.

Sales 3.0 - Is it Time to Upgrade the Sales Force?

An out-of-date sales operation (software), attempting to run in a changing marketplace (operating system) and an uncertain economy (computer) is destined to fall behind, struggle and eventually fail.

Sharpen Your Greatest Sales Tool: Bring MORE to Your Sales Meetings

When you hear the term “sales tool,” what comes to mind? CRM, Blackberry, laptop? As you mentally list the tools provided for your sellers, do you include your sales meetings on the list? Think about it: In an effective sales meeting, the time you give, the experience of the team and a focus on sharpening everyone for success can make the meeting one of the greatest sales tools of all!

Why Sales needs Content Marketing and Marketing Automation

Salespeople often thing topics like content marketing and marketing automation mean nothing to them. They need to close deals. But in this article, Jeff Ogden of Find New Customers (http://www.findnewcustomers.com) shares why it really does matter to sales.

Sales Force

So, your recruitment team has been working around the clock to ensure your company has the best and the brightest salespeople on board. But now what? How do you ensure that your new recruits will continue to invest their full talents and energies into your companies? How do you keep your sales force motivated and passionate about working for you? While different people will be motivated by different things, there are some commonalities that you can look to. From personal experience, here are some tips I have learned.

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