9 Steps to a Successful CRM Go-Live


Few projects can have as big of an impact on your company as a successful Customer Relationship Management (CRM) implementation. And as you might suspect, planning a CRM project takes a combination of skills that go beyond most other IT projects. This is a tall order because CRM projects are truly unique amongst all other IT projects. And for the person whose job it is to actually select and deploy a new CRM solution, that can be a nerve-wracking challenge.

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Choosing the best CRM for sales [Insider’s guide]


“I remember the first time I got my own CRM for sales, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons sales CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a sales CRM is. Jump ahead to: What is a sales CRM and why use it? Do you need a CRM for sales? Poor choice of CRM.

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The insider’s guide to choosing the best CRM for your sales organization


“I remember the first time I got my own CRM system, nearly 10 years ago” recounts author and sales coach Adam Metz. ” There are two main reasons CRM adoption fails for sales teams trying to increase their performance. But first let me get the basics out of the way to get everyone up to speed on the terminology and what a CRM is. Jump ahead to: What is a CRM and why use it? Do you need a CRM? The core features of a great CRM.

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20 Sales Planning Tools to Boost Sales Productivity and Close More Deals

Hubspot Sales

With the CRM and Sales combo, you can track contacts, deals, companies, and tasks; schedule meetings easily; learn more about your prospects; and monitor your team's progress with intuitive reporting. It also integrates with the HubSpot CRM.

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10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

Don’t rely on intuition to determine your organization’s sales processes but rather look to your CRM. Here are 10 ways to improve your sales process by leveraging your CRM data. RELATED: The Evolution of CRM (And Where it’s Going) in the Future. Perform an in-depth analysis of your historical CRM data rather than only focusing on high-level key performance indicators (KPIs). Sales region / territory. Introhive reports that CRM users spend 5.5

Data Cleanse For A Sales Boost

Score More Sales

Contact person got promoted. Finally there are companies in the CRM system who: Have been acquired and now have another name. Start the new year right with some guidelines or policies around how CRM records are filled out, or how spreadsheets are tracked. If you can reward your reps for clean, updated territory lists, that can go a long way.

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The Data Will Bring Us Together: Relationship Therapy with Sales and Marketing

DiscoverOrg Sales

Sales uses a CRM … but the marketing automation system might not integrate. Sales often uses Location data for territory planning, but Marketers love Location data because it has so many use cases: be more targeted with event promotion (like the Dreamforce happy hour example above). The process of sales and marketing alignment is so fraught with assumptions, misunderstandings, and disagreement that we think both departments need a relationship therapy session!

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8 KPIs Every Sales Manager Should Measure in 2018

Hubspot Sales

Net Promoter Score (NPS). How are your salespeople contributing to the expansion of your business in their given territory? For example, if two locations see relatively similar sales volume in January, try implementing a promotional sale in one location and not the other in February to see if it drives sales. In addition to promotional sales you can try other tactics such as shelf displays, discounts, coupons, demos, or samples. The most qualified leads in your CRM?

How to Use Intent Data & the Freemium Model to Book More Enterprise Meetings

Sales Hacker

Companies like DropBox, Zapier, and Hubspot all leverage a freemium model to promote adoption. By tuning into this data in real time, we can systematically identify and target the personas in our territory who are most likely to convert to customers.

Need Some DIY Sales Management Training? Use Our 5 Checklists

criteria for success

Being promoted to a manager position doesn't necessarily mean you've been trained or are experienced as a leader. Review all opportunity updates in the CRM system. Develop quarterly territory plans with each of your salespeople.

Don’t Just.

A Sales Guy

implement a new CRM. promote a new sales manager. establish new territories. When we decide we “just” need a CRM, we get a database with a crap load of data no one wants to use. You can’t just. create a new comp plan and commission structure. hire a two new sales reps. redo the sales process. change the sales strategy. go after new customers. start content marketing. create a sales operations function. establish and inside sales team.

Why Slow Sales Leaders Won’t Survive

Sales Benchmark Index

He was promoted after consistently high performance as a sales rep. He tells his boss he wants to get promoted. Deep inside he knows promotion just means more work and responsibility. Activity, conversion metrics, CRM data, etc. Other peers say that Anthony just has a good team and the right territory. "He Speed. Customers demand it. The Marketplace requires it. The Board and CEO expect results now. Yet many front-line sales managers are slow to respond.

Hiring a Sales Manager - External or Internal?

Sales Benchmark Index

"Should we hire an external Sales Manager or promote from within?". Iris is a Rams'' top-producing 12-year Sales Rep with consistent promotion. She currently works in a peer territory - not in the one needing an SM. On one extreme, a company may enforce very little use of a CRM. They are trying to get better at this - implementing a CRM for the second time. Fill the open territories with the right SM.

The Biggest Threat to Sales Teams in 2018 Isn't Losing Clients

Hubspot Sales

Promotions take longer than the average tenure. Lack of promotion might also be a reason reps churn quickly. The average rep tenure sits at 18 months and the average time a rep spends as an SDR prior to an account executive promotion is between 13-18 months. It's not much of a leap to say reps are impatient for a promotion and jump ship before their managers get the chance to offer them one. Communicate clearly around promotions.

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Here's What Sales Leaders Should Prioritize in 2021 According to a Sandler Expert

Hubspot Sales

This makes things like one-on-ones, pre-call strategies, post-call debriefing, ad-hoc coaching, and territory plan reviews much easier to conduct. Leaders can’t manage from spreadsheets, data, and CRM. Have a structured development and promotion plan in place. In many organizations, high-performing individual contributors are promoted to the roles of manager and leader because of their ability to execute. How has your sales leadership style changed this year?

Sales Forecasting – What Is It And How To Do It Effectively


Territory shift. When a business expands into new territory, assigns different territory to a sales rep, or a new territory management plan is introduced, there are possibilities of a temporary dip in sales. Keep your CRM clean. So keep your CRM updated.

15 Job Interview Questions to Ask a Sales Manager Candidate in 2018

Hubspot Sales

Usually when individual contributors get promoted to management, they teach their direct reports their secrets for success, use many of the same skills they did in their previous jobs, and get a salary bump. Sales manager might be one of the only promotions where the job differs dramatically from the individual contributor role and necessitates an entirely different skill set. Tease out the candidate's motivations behind seeking this promotion.

Everything You Need to Know About Data in Sales

Hubspot Sales

Net Promoter Score® (NPS). Revenue by Territory. How much revenue your sales team is generating by territory. 4) They work with a CRM — and they make data accessible. A data-driven sales team works closely with a customer relationship management (CRM) tool, such as HubSpot’s free CRM. A CRM database is highly valuable. Sales has traditionally been an intuition-driven profession. What do I mean by this?

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7 Tips for Retaining Your Best Salesperson


Changing your compensation structure or rezoning your territories should only be done with extreme caution. So it’s important to equip your salespeople with the tools and software they need to perform at their highest levels – whether that’s an iPad to take on in-person meetings or CRM software where they can track and follow-up on leads. Even if you aren’t giving your sales team new titles or promotions, you can continually offer new challenges. Promote from within.

The Leads Are Weak: An Intro to Finding & Working Good Leads

DiscoverOrg Sales

Marketing departments coordinate tradeshows, run email campaigns , write & promote content, and conduct an ever-growing list of activities to attract leads and then push them down the funnel. Salespeople comb LinkedIn, check their rolodex of former clients, and pay attention to what’s going on in their territory in order to identify potential opportunities and contacts. For example, I receive daily alerts on new projects and trends within the CRM and SaaS spheres.

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The 3 Ways Experienced Sales Reps Typically Fail.

MJ Hoffman

As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. Who’s gotten a promotion? Challenge yourself to add at least one new contact to your CRM every quarter. Who’s likelier to make a mistake: The rookie sales rep who’s never sold a day in their life, or the veteran rep who’s been on the front lines for nine years? The reality is, they’re both going to screw up.

13 Signs Your Sales Turnover May Get Worse

Sales Benchmark Index

This means some territories are not producing to expected or potential revenues. This isn’t a ‘turnover’ issue if the vacancies are for promotions (good for you!). There are ten more indicators to watch for in the Turnover Trouble Tool including: CRM logging activities. “Do we have a sales turnover problem that needs to be fixed now?". HR is busy filling open Sales Rep positions. HR should be able to tell if there is turnover trouble coming.

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The Ultimate 126 B2B Sales Tools Rankings For 2018


Top 10 CRM Systems. Base: Next-generation CRM software for leading B2B sales teams. Close.io: The inside sales CRM of choice for B2B startups and SMBs. Hubspot CRM: Everything you need to organize, track, and nurture your B2B leads and customers. Microsoft Dynamics: Break down the silos between CRM & ERP to capture new business opportunities. Monday: Simplified the complexity of a CRM into one visual tool. Streak: CRM inside Gmail.

Sales Onboarding: 6 Tips to Help You Ramp Up Your Sales Reps and Accelerate Revenue


Vertical- or territory-specific knowledge. Ability to use your CRM. There are a number of different ways you can promote ongoing learning within your sales organization, but some of our favorites include: Micro-learning modules: These are great for quick tips and competitive intel.

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Guest Post: Sales Teams Have More to Worry About Than Just Losing Clients

Don on Selling

The average salesperson’s tenure does not last if it takes to get a decent promotion. As a sales development representative, they will spend about 13 to 18 months before getting a promotion to an account executive position. Most sales representatives are too impatient to wait this long for a promotion. Promotion Communication. Your sales representatives must be regularly informed about their work performance and chances for promotion.

The 5 Quota-Killing Mistakes Only Experienced Salespeople Make

Hubspot Sales

As salespeople become comfortable in their role and territory, they begin to develop strong relationships with certain customers. Who's gotten a promotion? Challenge yourself to add at least one new contact to your CRM every quarter. Who's likelier to make a mistake: The rookie sales rep who's never sold a day in their life, or the veteran rep who's been on the front lines for nine years? The reality is, they're both going to screw up.

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Why more sales teams should embrace a leaderboard


Salespeople were so territorial that they wouldn’t make introductions on behalf of their colleagues even when they had a connection to a prospect’s company. The best sales leaderboards are connected directly to your CRM so there won’t be delays between your team’s activity and the leaderboard standings. The built-in sales dashboard provided by our CRM gets all the sales data in real-time directly. Doing this created visibility and drove adoption of the CRM.

RevOps Career: How (and Why) to Find the Right RevOps Job

Sales Hacker

SDRs are ready to start calling but first they must dedupe dozens of contacts just dumped into their CRM. RevOps isn’t quite the wild west of careers, but it also doesn’t have a formal promotion path that is set in stone yet.

The Winning Sales Process for Your Startup in 2020


Or maybe you are planning to expand your startup and are gearing up to explore the unknown territory. You can use a CRM database for finding your potential customers. If you keep providing world-class customer support, they will become your brand promoters.

How Your Sales Force Measures Up (Part 1)


Does your organization promote a winning attitude? ?Do Are sales territories fairly balanced and clearly defined? ?Does Does your organization have a robust customer database (CRM) that can be easily accessed and updated by your salespeople? ?Can Pipeliner CRM empowers sales forces to be totally fit. Building a top-notch sales force is a dynamic endeavor. It requires a solid foundation of leadership, market focus, sales process and ongoing management.

Mistakes to Avoid When Expanding Your Sales Department


These days I remembered something I’ve read back in 2006 and somehow kept in the back of mind all this time: ‘’Everyone wants to be the VP of marketing and do the cool stuff like advertising and promotion. We have Big Data to thank for the fact that CRM and automation tools have become commonplace. Crowded Territories. Staff misallocation may occur if the sales team grows too fast, that’s when you end up with crowded territories.

20 Blog Posts to Guide Your Event Marketing Strategy


The giveaways are secondary but remain an important part in promoting your brand as its aim is to create an impression that lasts way beyond the duration of the event. How to Track Event ROI in Your CRM. And, while we covered some great territory, we have even more great takeaways to share with you. Event professionals have been using Facebook to promote events for over a decade.

The Pipeline ? Contest ? Enter To Win!

The Pipeline

Simply promote the workshop by tweeting it to your friends, followers, neighbors, former lovers, etc. Territory Alignment. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. Sign up for our Email Newsletter. For Email Newsletters you can trust. RTV - High Execution TV Archive Select Month March 2012. February 2012. January 2012. December 2011. November 2011. October 2011.

10+ LinkedIn Profile Tips to Stand Out in 2021

Sales Hacker

This is especially helpful for sales professionals who manage multiple territories or have several different buying personas. The combined power of having Sales Navigator work with your CRM or lead scoring systems will make automating the tedious parts of prospecting easy.

The Ultimate Guide to Sales Metrics: What to Track, How to Track It, & Why

Hubspot Sales

Net Promoter Score (NPS). Revenue by territory. Percentage of reps using the CRM. It’s relatively simple to gauge CRM and technology adoption: Simply look at your usage data. Pick your sales metrics based on the behavior you want to promote; for example, if you’re trying to increase your team’s prospecting efforts, you might display the number of total opportunities created in the last month. You can’t manage what you don’t measure.

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Enterprise sales lessons: How I almost closed Google, Intuit & Oracle


Enterprise sales can be a treacherous territory if you’re an inexperienced startup founder. She had little interest in promoting our platform as an internal tool within Google. We didn't supply any KPIs or internal marketing and promotion material. Our CRM with built-in calling and emailing shows you the entire interaction history with a given sales lead. Here’s the story of how it made my first startup go belly-up. From B2C to B2B. It was mid 2007.

The Ultimate Guide to Creating and Using a Sales Playbook

Hubspot Sales

It should also dive into the details of the sales organization: How the sales function is split (if applicable), who leads each team, which targets each team is held to, how territories are assigned, where to go with questions and requests, and so on. Spell it out here: Which milestones you have to hit in every role to get a promotion, how long it takes on average to go from one stage to the next, the requisite skills or experience, and what the pay is at each level.

The Pipeline ? 23 Marketing Tips For Avoiding Small Business Failure

The Pipeline

You may need to rethink the media and promotional offers that currently make up your marketing program. Promote Your Website & Social Media Pages In Traditional Media And Within Each Other. Add your web address and social media pages to all of your communication materials: business cards, letterhead, invoices, flyers, packaging, and cross promoting between all your social media etc. Promote Yourself. Encourage Others To Promote You. Territory Alignment.

Your 2012 Sales Plan

Your Sales Management Guru

4.1.2 Territory definition. 6.1.3 Discounts, promotions. 12.1.1 Sales Force Automation/ CRM technology. Your 2012 Sales Plan. It’s a little late to begin planning your 2012 Sales Plan, but in a conversation last week with a reader of this blog, I realized there maybe others who have not formalized their 2012 plan. I have included below the various “categories” you should consider in building a plan.

I’m Not That Good of a Salesperson

Adaptive Business Services

Despite my shortcomings, in less that two years I was promoted to sales manager and until twelve years ago, all I did was manage sales reps. I sectioned the territory off on a map and spent weeks driving and taking notes which I then carefully added to my CRM. I started B2B selling in 1977. As a salesperson, I hated cold calling and I regularly chased elephants and pixie dust.