I was participating in a roundtable discussion with several business owners the other day and the topic of CRM systems came up. Every single person at the table let out a unanimous groan and immediately commented on how difficult the systems were to manage. Even more troubling for the group was that they had not seen any real increase in sales as a result of implementing the CRM systems. I found this discussion to be very interesting because despite these businesses varying in size from a few million to hundreds of millions in revenue, I have had the exact same conversation with Fortune 500 sales executives.
No sales strategy can succeed if the strategy is not clearly communicated and cascaded from the top of the organization down through management and to individual sales people. In this blog series, we covered key insights for getting off to a quick start in the new year and creating focus on the sales strategy. You might remember from both of those posts that communication of the strategy played a big role in both getting off to a quick start and creating focus on the sales strategy.
Atlanta, GA – SOAR Performance Group, Inc. today announced its expanded SOAR Employee Analytics Practice. SOAR Employee Analytics enables its users to shift hiring and the management of human resources from instincts about their personality and qualifications to insights of their hard-wired cognitive skills and personality traits.
Hiring individuals, deciding who to promote, and developing talent are critical for effective Sales Capital Management℠. SOAR Employee Analytics addresses the in-efficiencies in this process by determining an individual’s hard wired cognitive skills and personality traits. These are the traits that an individual possesses that are unchanging and determine whether or not the individual is the best fit for a given role.
Most conversations about effective motivation with your sales force turn immediately to compensation. While fairly and effectively compensating your sales team is critical for success, it is only one of the “levers” that the sales leader can pull to drive increased team performance. Companies, sales forces, and sales leaders are all unique. Having a motivation strategy that fits your sales force and utilizes the right mix of motivational approaches will be more effective and can drive your sales organization to achieve greater results. At a recent Atlanta Chapter of the Sales Management Association meeting, a group discussion was held on the topic: “Motivating Your Sales Force: A motivated sales force creates momentum, momentum drives results. How can sales leaders motivate their sales force to create momentum?” Topic experts for the discussion included sales leaders from AT&T, Groupon, LexisNexis, Ricoh, Dell Secure Works, Aon Hewitt, Talent Quest, and Georgia State University. The following are key takeaways from what resulted in an expert discussion on sales leadership.
Four Focus Areas Helping Medical Device Companies Drive Better Sales Results – #Webinar Recording http://rviv.ly/pWluOE #enablement #operations #performance #strategyandplanning #technology
Why You Should Invest in Key Account Management Now http://rviv.ly/eNsiFx #accountmanagement