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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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


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

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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X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)


The resulting incentive plan must develop a compensation process that will motivates the right sales behaviors to achieve goals, all while driving growth. Sales compensation is one of the most important components of sales planning.

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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4 ways to use your CRM to power your sales and marketing feedback loop

Base CRM

And one of the best communication strategies you can use to sync sales and marketing is a feedback loop powered by a CRM. Your CRM is the communication hub. Here are four ways to use your CRM to propel a stellar feedback loop: Align lead qualification criteria. Above all, use automated lead scoring in your CRM and establish a lead scoring process with marketing. In addition to keeping track of customer conversations in your CRM (e.g.,

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Sales Incentives: What Works and What Doesn’t?

The Brooks Group

By adding in a few carefully selected sales incentives, you can capitalize on this competitive streak and really get your team to race full speed towards sales goals. Sales incentives can be broken down into three categories. Tangible Sales Incentives. Adventure Sales Incentives.

CRM and Sales Success: Why They Go Hand in Hand

The Brooks Group

Regardless of the software you choose, using a CRM platform will benefit you, your sales team, and your entire organization. Here are 5 ways CRM systems can improve overall sales success (and tips for maximizing them with your team.). Tip: Invest in a cloud-based CRM with a mobile app.

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


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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How Sugar Solves your IT Department’s Biggest CRM Challenges


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.

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


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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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


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!

How to Get Reps to Use CRM

The Brooks Group

Having a CRM system in place can be incredibly beneficial to staying organized and knowing where in the sales process a particular client is at any given time—but only if your sales reps are actually using it. Choose a CRM Platform that is Convenient.

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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


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


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.

Shifting SPM Perspective: Results vs. Activity Performance

Accent Technologies

In the early 1990s, the onset of “Sales Compensation Management” was driven in part by finance departments that “looked to increase their focus, and control, over incentive spend relative to performance.” CRM Sales Efficiency Sales Productivity Uncategorized

The Territory Optimization Revolution


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


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


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 Craft a Perfect Survey for Maximum Response Rates


If you are using Sugar, then you can directly send surveys from your CRM using the Sugar CRM survey module. Include Incentives. Let’s be honest: incentives work. Incentives are a great way to cross-sell or up-sell your products, too.

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, Right Now and Up Shot (Siebel on-demand). At the core of this initiative was on-demand CRM.

How to Select the Right SaaS Provider for your Business


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?

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®.

3 Training Tips to Maximize Your Sugar Deployment


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

Digital Sales Data: The (Real) Secret to Moving Deals from Prospect to Closed

Sales Hacker

In an ideal world, 100% of your data ends up in Salesforce (or your CRM of choice). But what good is receiving customer feedback if it’s not living in the CRM? Your team doesn’t prioritize entering data into the CRM because it doesn’t immediately provide them value.

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Why a Customer-First Approach Is Essential for Company Growth


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

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.

Finding the Right Sales Performance Management Vendor


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.

What Is RevOps? (And Why You Need it for Real Sales Success)

Sales Hacker

Each operations specialist has different priorities, goals, and incentives. Most CS and marketing folks who use a CRM know exactly what I mean. “I It is more important than ever to keep your CRM and Marketing Automation systems aligned. Incentives.

How Your Go-To-Market Strategy Is the Secret Sauce of Sales

Sales and Marketing Management

Most sales leaders, after all, begin with the same ingredients: a good product, a strong team, a great CRM system, and so on. Sales incentives – Sales incentives motivate your team to sell the products that matter to the customers that matter.

4 Steps to Audit and Fix a Broken Sales Stack [Free Checklist]

Sales Hacker

In order to understand why your sales stack is in trouble, we need to talk about incentives. People respond to incentives. For salespeople, those incentives are generally financial. First, you must slowly and carefully audit your CRM and connected tools.

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.