New Study: Finding the Growth Potential for Sales Operations and Technology

Miller Heiman Group

In “ Finding an Extra Gear: The 2 nd Annual CSO Insights Sales Operations and Technology Study ,” researchers from Miller Heiman Group lay out the sales operations best practices that companies need to pursue to grow this critical sales function. Sales operations and sales technology management interrelate so much that many people tend to equate operations with managing reporting and the CRM —but that’s not the case. Download the New Study for Even More Insights.

Inside Sales Growth Beyond CRM


According to a 2012 Bridge Group study [1] , from 2009-2011 the number of inside sales jobs grew 124% in the U.S. This evolution means an increasingly mature buying market that is driving new CRM-related needs for sales and marketing teams. How is CRM helping them to execute?

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Increasing Seller Adoption of CRM: Turning a Passive Data Repository into a Powerful Decision-Making Tool

Miller Heiman Group

No seller has ever said, “My CRM helped me close that deal.” Yet customer relationship management (CRM) systems hold the information that could help sellers close deals. CRM systems are now more affordable and accessible than ever. And companies are responding: businesses of all sizes increasingly invest in CRM technology, as evidenced by the 26 percent increase in revenue experienced last year by Salesforce, the largest provider of CRM solutions.

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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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How Much Time Will Our CRM System Take From Me?

Partners in Excellence

I’m working with an organization implementing it’s first CRM system. How much time should the be spending on the CRM system each day?” They think of using CRM as another task piled onto already packed, often unrealistic agendas.

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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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10 Ways To Optimize Your Sales Process Through Sales Data

Sales Hacker

One study found that 43% of companies gain little benefit from their data, while 23% gain nothing from their data at all. Don’t rely on intuition to determine your organization’s sales processes but rather look to your CRM. Sales region / territory.

How to Implement a Sales Process: The Complete Guide


In order to reap those benefits, you have to correctly implement your sales process within your CRM software and invest the proper resources to get your sales reps following it on a daily basis. In this guide, we’ll show you exactly how to automate your sales process in your CRM, how to measure the effectiveness of your sales process, and how to use your sales process to coach your team’s performance. PART 1: How to automate a sales process in your CRM.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

Three Ways Sales Organizations Can Offer Buyers More Value

Miller Heiman Group

In our 2019 World-Class Sales Practices Study , sales leaders said an ineffective sales methodology or process was the second-most debilitating hurdle to sales success, finishing behind only inefficient internal operations.

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7 Key Responsibilities of Sales Managers


Before, salespeople armed with price structure, territory and targets did fine as long as they managed their territory and produced results. 25 percent goes to reporting, administrative and CRM-related tasks. Selling as we know it has shifted.

Are Your New Reps Prepared for the Real World?

Sales Benchmark Index

Territories underperform. Personas and buying process maps should be studied to ensure buyer alignment. Equip your CRM with valuable tools and marketing materials to enable your new talent. CRM system adoption is critical to managing sales reps activity.

10 Inside Sales Ideas From Ken Krogue

Score More Sales

A CSO Insights study found that companies who had put CRM into their sales process only increased revenues by 17%. CRM helps to organize the process a bit (if done right) – but it doesn’t leverage it or help you make more calls.

10-Point Inspection for Top Sales Performance

Sales Benchmark Index

They roll out the draft plans in November, have a few meetings, adjust the territories and quotas, roll it out to the field and run off to the next challenge.". Here’s the two step process to that Managers and Reps follow in the first month: Step One : Complete a Territory Account Plan.

The Rise of the Agile Performance Review

Sales Benchmark Index

In a recent study , 57% of employees either "never had a performance review or rated their most recent performance review as neutral to not useful.". CRM tools now include dashboards that give instantaneous views. Changes to Territory coverage.

Sales Operations: The Guide They Never Gave You


Finance and management studies gave you models to take into the real world while our area did not. Commanding the leading CRM, business intelligence, and marketing automation systems has massive business impact. “What was your first job?”.

9 Places Salespeople Can Find New Prospects Fast

Hubspot Sales

HubSpot CRM. Here are some Twitter lists you might want to create: Prospects within your territory that you want to keep tabs on. Bloggers and media that report on companies in your territory so you can find out about new companies. HubSpot CRM. How to Find Prospects.

3 Ways for Better Follow Up in Sales

Score More Sales

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles.

What Exactly Is Sales Force Automation? [FAQ]

Hubspot Sales

A recent study shows reps spend just about a third of their day selling. Sales force automation, sometimes referred to as SFA, is a crucial way to augment the usefulness of your CRM. Your CRM manages the lifecycle of customer interactions and data during the your buyer's journey. Or they might make phones calls easier and faster by offering a single click dial that automatically transcribes and enters that transcription into your CRM.

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Four Opportunities to Use Artificial Intelligence to Master Sales Success

Miller Heiman Group

The 2 nd Annual Sales Operations and Technology Study from Miller Heiman Group found that just more than 5% of sales organizations deploy AI in their sales technology stack, and the majority—66.2% Sales Performance and Planning Another area where AI can assist is in sales performance and sales planning tasks like forecasting, territory management and compensation planning. Download the 2 nd Annual Sales Operations and Technology Study.

The Key for Sales Ops in Driving Change

Sales Benchmark Index

Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014” and find out. Rolling out a new Sales Process or CRM tool. Territory redesign. Register for SBI’s 7 th Annual Research Study “How to Make Your Number in 2014”.

Energize Sales Onboarding – Make it Agile

Sales Benchmark Index

This signals the end of sales training and readiness to handle a territory. Angie arrived on Day One full of questions about her pre-hire study assignments. Subject Matter Experts tend to be organized in disciplines like Industry Marketing, CRM, and Proposal Writing.

Creating the Ideal Performance Culture

Sales Benchmark Index

Performance culture is studied in depth in our 2014 Research Tour. Those reps were covering an extensive territory and large customer base. A media organization recently created home grown CRM system. Success is based 50% on talent and 50% on performance conditions.

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Why Slow Sales Leaders Won’t Survive

Sales Benchmark Index

Anthony has studied the concept of Agile development and applied it to his team. 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.

Is Technology Tanking Your Lead Generation System?

No More Cold Calling

After all, study after study has shown the dangers of technology addiction for children —from delayed development, to obesity, to mental health problems. This isn’t just dangerous territory for families; it also makes for bad business. Remember, prospecting is all about people.

Four Keys to Developing a Successful Sales Data Strategy

Miller Heiman Group

If your sales data strategy consists of pulling a report from your CRM and using it to analyze your salespeople’s performance, you’re missing a critical opportunity to guide decisions that go beyond performance. Organizations with a formal data strategy position themselves to better manage and mine their sales data for useful insights that inform their business decisions, whether it’s: Designing coverage and territory models.

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Re-Engineering Your Revenue Supply Chain to Avoid the ‘Amazon Effect’

Sales and Marketing Management

Traditional customer relationship management (CRM) systems were never designed to support dedicated sales prospecting roles, and they fall short when it comes to meeting the needs of SDRs and sales prospecting teams in three important ways: No automated way to organize their day – Sales prospectors need automated queues and dashboards that continually serve up the best next prospect to pursue. Clear understanding of territory and assigned leads.

The Ultimate Guide to Sales Operations in 2019

Hubspot Sales

As you'll read below, sales operations includes everything from lead management, sales strategy, and territory structuring and alignment to process optimization, compensation plans, sales automation, training, and data analytics and reporting. Territory Definition.

3 Ways for Better Follow Up in Sales

Score More Sales

Recently we posted about a study that showed the power and necessity of follow up in building relationships with buyers who ultimately do business with you. The same is true for companies in your geographic territory who fit one of your buyer profiles.

4 Ways to Hack Your Growth With AI

Sales and Marketing Management

A study of high-performing marketing teams shows they are twice as likely to have a close collaboration with their sales counterparts. An AI platform built specifically for B2B sales teams puts rich company profiles and insights directly at their fingertips, within existing CRM workflows -- this will save significant research time while still allowing for highly personalized outreach. Author: Matt Amundson The world of business to business (B2B) selling is like a gridiron.

Part 2: Outbound ABS: Creating Your Own Growth Index


Bonus: Think of a clever codename like “ Operation: Pipeline ” or something that will mean something to your team (versus the 90th report buried in your CRM). Action items: Assign these accounts to AEs based on existing territories or ownership. Howdy!

Need an Expert for Your Next Panel, Presentation, or Podcast? Here Are Over 530 of the Top Female Sales Practitioners

Sales Hacker

A recent study analyzed data from thousands of events over a five year period and found that approximately 70% of professional event speakers are male. Nutshell CRM. Territory Account Manager. Territory Account Manager. Territory Account Manager. Nutshell CRM.

The 13 Least Known Sales Technologies


See full study for more. 4) Territory and Quota Management Solutions. Territory and quota management solutions assign leads to reps based on geographic areas.

The 4 kinds of promises you should never make to customers


A study by Accenture found that over 60% of companies who broke promises to consumers were serial offenders: Does this mean you should stop making promises to customers? A 2017 study by American Express found that customers who have a bad customer experience tell an average of 15 people.

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. Many case studies over the years have emphasized how important it is to have an engaged team.

5 Ways Your Salespeople Are Wasting Time

The Brooks Group

Make sure your salespeople are regularly updating your CRM, and check in to see that they have a solid system for organizing emails. The Sales Territory Planning workshop will teach your salespeople to build detailed action plans that they can execute, track, and measure for success.

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Seeing Through the Hype: Making Sense of Sales Enablement Technology

Smart Selling Tools

But the other thing to realize is that you actually aren’t that far behind we have done a number of research studies to uncover the typical maturity state of the industry basically and they would be at what I would call a blue belt level.

The 40+ Best Apps for Salespeople Who Want to Win

Sales Hacker

Whichever CRM your company uses, get the associated app. You’ll be glad you did when you’re not stuck updating the CRM on your computer after a long day of meetings or calls –– just pull out your phone, and add information as you go. Are you a HubSpot CRM user?

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

Don on Selling

According to a study in which Marc Wayshak conducted this year, merely 17.6% The study also revealed that salespeople like their jobs more when they can devote more of their time to activities related to sales.

7 Tips for Retaining Your Best Salesperson


This situation can be financially devastating considering a recent DePaul University study that found that the average turnover cost of a salesperson is $97,690. That same study found that half of the salespeople that leave a company voluntarily resign while 33% are involuntary dismissals and 22% are due to retirement. Changing your compensation structure or rezoning your territories should only be done with extreme caution.