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The Achilles Heel of CRM Adoption (and 2 Ways to Overcome it)

SBI

The 65/35 efficiency factor highlights the fact that reps are already spending far less time talking with prospects than they should be. When reps are entering data into the CRM system, they are not talking with prospects. When they are updating their forecasts, they are not talking with prospects. 1] Forrester research. [2]

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Feedback to millennial sales reps – more is better!

Sales Training Connection

As the 2010 Beloit Mindset also shared, this generation is “wireless, yet always connected”. It can be argued that sales people get continuous feedback from their prospects and clients – some calls go well, others miss the mark. Maximize the power of the group. Leverage customer experiences.

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