Sales Reps Love Their CRM!

Smart Selling Tools

Sales reps love their CRM. Not only that, sales reps see tremendous value in the information reported back to them from the CRM. Sales reps do not love their CRM and see little value in it. The CRM we know today doesn’t actually help sales reps sell more.

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20 CRM Myths That Hinder Organizations from Achieving Sales Greatness

Accent Technologies

Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.”. A lot of CRM apprehension stems from misunderstandings. CRM Usage Myths. CRM vendors are no different.

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Renew Your Vows with The CRM System

Sales Benchmark Index

One of the biggest purchases a Sales Department makes is the CRM system. However, we’ve witnessed a varied success rate across CRM implementations. In many of these deployments the CRM system exists in a silo. Find out where your CRM system is optimized and where you can improve.

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Optimize Incentive Compensation With Integrated Sales Performance Data

Xactly

Incentive Compensation Management (ICM) solutions help companies manage their sales compensation plans and calculate commission payments.

The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process.

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CRM And Oysters

Partners in Excellence

As I listened to all the presenters and discussions yesterday, it struck me that CRM is becoming a lot like oysters. It seems to me that CRM has become a lot like oysters. At one time there was a lot of excitement about CRM, but really there’s not a lot exciting about CRM.

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The Missing Link Between Your CRM Investment and Sales Performance

Miller Heiman Group

How satisfied are you with the rollout and adoption of your CRM system? In this post, we’ll discuss how developing a formal sales process drives adoption rates and creates synergies that increase the impact of your CRM investment. The Impact of Low CRM Adoption Rates. Not coincidentally, these are also some of the same targets sales leaders are looking to achieve when they invest in CRM. CRM ROI: The 4 Benefits of a Formal Sales Process.

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How Sugar Solves your IT Department’s Biggest CRM Challenges

SugarCRM

While sales and customer service teams live inside the CRM on a daily basis, it’s the IT department that is responsible for executing a successful deployment plan, and for the vital function of integrating the CRM with other tools like email and your ERP. In short, your core CRM selection team should work closely with IT to ensure the CRM can be (and is) set up correctly. No CRM vendor has invested more heavily in new features and mechanisms to protect data privacy.

PowerViews with Christopher Hosford – CRM/Marketing Automation/Social Convergence

Pointclear

Christopher has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford.

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PowerViews with Chris Hosford – CRM/Marketing Automation/Social Convergence

Pointclear

Chris has served as editor-in-chief or senior editor with Meeting News, Corporate & Incentive Travel, and Life Extension. ” Convergence: Technology, CRM & Social Media. Today's PowerViews guest is Christopher Hosford.

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How to Get Your Team to Use the CRM

A Sales Guy

One of the most common sales leadership complaints is sales people don’t use the CRM. Getting sales people to use the CRM has been an on going challenge for sales leaders for far too many years. To get sales people to use the CRM, I’ve seen sales leaders try all types of cohersion; everything from withholding commissions, not providing credit for a sale to threatening to fire offenders. Having sales people use the CRM to improve their selling is ideal.

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

Smart Selling Tools

The second equally disturbing data point is that 74% of sales organizations have poor CRM adoption [2]. When reps are entering data into the CRM system, they are not talking with prospects. Increasing CRM adoption through Gamification. Use your CRM more like the database it is.

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CRM Plus CPQ vs. The Sales Rep from Hell

Cincom Smart Selling

CRM systems provide a place for contact, customer and activity reporting. Sales reps that don’t use CRM need to understand that this is not acceptable any more. More companies are adopting a policy that if something isn’t in CRM, it isn’t real. If a sales manager sees a month of no CRM activity posted by a sales rep, they need to place that individual on an improvement program or show them the door. CRM and CPQ systems remember things exactly the way they were entered.

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The 12 Step Compensation Plan Design Process

Xactly

You need to start pulling together internal data from your incentive compensation management system, data from your CRM, and finally, information from financial teams on profitability and product revenues. Incentive Compensation Sales PlanningHappy comp planning season!

Alinean Introduces Interactive Content Connectors for CRM / Marketing Automation Integration

The ROI Guy

Using the new Interactive Content Connectors, this rich intelligence is captured and integrated centrally within the CRM / Marketing Automation solution, enriching the lead nurturing and sales engagement process.

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Sales Performance Management 101 for Sales Leaders: Maximising Performance of Your Sales Team Using the Right Technology

OpenSymmetry

SPM technologies like IBM Incentive Compensation Management empower Sales Leaders by providing real time pay for performance information. Sales Leaders have the information to ensure that incentive design rewards the top performers effectively leading to higher retention. For the mighty middle, Sales Leaders have the data to design incentives that encourages an extra 5-10% performance out of a group that can get complacent.

Mo’ Adjustments, Mo’ Problems – and Mo’ Sales Comp Admins Won’t Solve Them

OpenSymmetry

How likely is your sales incentive plan going to be dead on arrival, riddled with holes caused by requests for changes and exceptions? At least three months prior to the new year, finance teams slave over intricate details and policies for sales incentive plans to make for a smoother payroll cycle next year. Many tools today will integrate directly with your CRM product of choice.

The Territory Optimization Revolution

OpenSymmetry

In the same way, salesforce effectiveness is made up of different elements – the right go-to-market strategy, salesforce organisation design, role definition and candidate selection, the right incentive design, and the right sales processes. New Concepts Driving Greater Performance .

Avoiding Rejection: 5 Steps to Smooth User Adoption for an ICM System

OpenSymmetry

In a previous job, my strong aversion to learning a new and seemingly complicated CRM system was a much higher barrier than keeping track of all my accounts on post-it notes, meticulously arranged in rows on my desk. After a couple weeks of using this makeshift post-it system, I was called into a meeting with my manager who told me that, whether or not I liked it, I had to get trained in the CRM system and the post-its needed to be gone. I was once a post-it junkie.

Sales Tech Simplified: How to Turn Relationships Into Revenues with @ModelN

Smart Selling Tools

Almost always, they’ve made the investments in a CRM for effective lead and opportunity management, but Model N CPQ, CLM or Rebates solutions are a top 5 consideration for these companies. Enabling companies to maximize revenues with more effective pricing, discount and incentives programs.

Why Automate Sales Compensation Management

OpenSymmetry

Only one vendor, CallidusCloud , through its Lead to Money approach, presents a suite of solutions which spans almost all of the Gartner definition, although the CRM aspect of sales process remains separate.

How to Select the Right SaaS Provider for your Business

LevelEleven

Whether it’s your email client, CRM, ERP or other business systems, seamless integration, native to your existing solutions are key. Regardless of the pricing model, which will likely be out of your control, take the time to learn about what incentives might be available?

Holiday Wish 1: On-demand CRM Solutions

The ROI Guy

Wish 1: On-demand CRM Solutions For many businesses looking to turbo-charge their sales and marketing growth, having a managed sales process is important. Implementing the right CRM solution can make or break these initiatives. The hottest news in CRM, are for on-demand solutions from companies such as salesforce.com, Right Now and Up Shot (Siebel on-demand). At the core of this initiative was on-demand CRM.

3 Training Tips to Maximize Your Sugar Deployment

SugarCRM

It’s an enormous process to enter into an agreement with a new CRM software vendor. But signing contracts and deploying a CRM is just the start of the journey. Getting return on investment from CRM isn’t as easy as just flipping the switch. To help, we are launching a new blog series that addresses the primary hurdles we hear from customers as they embark on getting the most out of that shiny, new CRM system. CRM Success

Sales Tips: Don't Scare Buyers into Making "No Decision"

Customer Centric Selling

The best case may be that you get the business but have to incent the buyer with a discount or concession, which means leaving money on the table. Sales Tips: Don't Scare Buyers into Making "No Decision". By John Holland, Chief Content Officer, CustomerCentric Selling®.

Why a Customer-First Approach Is Essential for Company Growth

Velocify

The Sales Incentive for Prioritizing Customer Needs. CRM Sales Sales Automation Technology churn rate customer Customer Success customer-first growth Inside sales sales sales process sales strategy sales success

Finding the Right Sales Performance Management Vendor

OpenSymmetry

This year’s edition features organizations that expand across the broad spectrum of the SPM and Incentive Compensation Management (ICM) continuum and offers options to help provide transparency across the entire organization for sales related processes.

Gamification: The Secret to Accelerate Onboarding

Sales Benchmark Index

Incentive Compensation: Sales people are “coin-operated.” These include recognition, incentives, interpersonal support, and clear goals. Each of these providers offer solutions that are integrated into the CRM platform. Bonus Points: CRM Adoption.

Pay For Performance

Partners in Excellence

As is usual this time of year, I’ve been involved in lots of discussions of incentive and commission plans–both last quarter as people plan for the new year, and now as these plans are being introduced at Sales Kick Off Meetings.

Is Your Compensation Program Missing the SPM Boat?

Xactly

When Xactly was founded more than 13 years ago , the company had a simple vision to democratize incentive compensation management and put powerful calculation tools in the hands of every company.

Old-School Territory Management is Dead: A Q&A with John Stewart, CEO of @MapAnything

Smart Selling Tools

New technologies combine CRM data, location data, routing, and scheduling optimization and business goals to build intelligent territories that consider three things: location, prioritization of customers and prospects, and routing and scheduling constraints.

Improve Sales Forecasting to Improve Sales Performance?

Anthony Cole Training

It remains a question despite the millions of dollars spent on CRM, sales force automation, training and hype. I read the white paper, and it clearly identified common problems with CRM tools such as SalesForce.com, ACT and other pipeline management tools.

A Salesperson's Wishes from Marketing

Pointclear

When we look at a new CRM system (I refuse to use the one we have because it is so time consuming), can you have some of the users look at it first, and can we have some say in how it is set up, etc.? Why does Marketing or Operations get to choose the CRM but Sales has to live with it?”.

8 Steps to Setting Smarter Sales Goals

Hubspot Sales

The incentive for your reps to meet their quota? So what’s the incentive for meeting these smaller goals? Don’t have the budget to offer monetary incentive? Provide an incentive that’s only awarded when everyone meets the goal. Sales Goals. Monthly sales goals.

How Big Data Can Help the Sales Leader

Sales Benchmark Index

Too often we see CRM systems completely misused by Sales Organizations. Instead, he embedded a “Buyer Behavior” sheet on the opportunity within the CRM system. He removed incentives based on win rate. Think back to the investment you made in your CRM system.

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Conditions Of Employment

Partners in Excellence

I’m reacting to a cumulative build up of a number of conversations about compensation planning, incentives, and “motivating” sales people. So many of the discussions focus on rewards and incentives for behaviors that should be conditions of continued employment.

Smart Selling Visions: Up-Close with Top Revenue Leader Adam Hollander, CEO of @FST_Games

Smart Selling Tools

So by the end of the contest, there’s only a small handful of reps even focused on the incentive (and of course a large portion of your team no longer motivated by it at all). Your top reps are self-motivated and don’t usually need an extra incentive to perform.

How to Adapt Your Sales Organization in the Subscription-Based World

Openview

Instead, there might be a period when two salespeople ride tandem, both working with the customer with shared goals and incentives. Of course, a well-populated customer relationship management (CRM) system can also help with this process.

CMO: Sales People are Cavemen

Sales Benchmark Index

Incent them correctly and you get what you want. Mis-align incentives and you get nothing. Perhaps you’ve rolled out marketing automation, a new collaboration tool like Jive or Chatter or even a new CRM.

How to Get Sales and Customer Service Teams Working Together

Base CRM

As discussed, traditional incentives between departments are polarizing. Answer the following questions: What type of incentives and performance metrics are currently being used to measure employee success? Implement a CRM system that tracks the entire customer experience. Again, a CRM system is an excellent automated way to do this. The customer experience today is more relational and less transactional than ever before.