Understanding the Sales Force
FEBRUARY 15, 2012
The management dashboard, metrics, charts, graphs, tables, pipeline, forecasts, reports and anything else you can coax from today's feature-rich CRM applications will not contain up-to-date and accurate information unless every salesperson is committed and held accountable to updating it - DAILY.
Sales Hacker
NOVEMBER 20, 2019
For example: $1M/4 quarters = $250k per quarter. New hires need extra help and attention because markets will be new, account books will be wonky, and rules will be confusing. Prepare a book of accounts with some warm-ish leads. Performance improves in increments, not landslides. You can figure out the rest, right?“.
Understanding the Sales Force
OCTOBER 23, 2012
Management doesn't hold salespeople accountable for using/maintaining CRM. CRM is focused on data and accounts rather than opportunities. Hold salespeople accountable for providing real-time updates. What about examples? Salespeople won't use the existing CRM. CRM doesn't provide management with an accurate forecast.
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