Archives - May 2018

  Many organizations unwittingly suffer from a bad habit that greatly diminishes sales performance:  sales managers who spend too much of their time trying to manage a sales rep’s outcomes.  You may ask, “Well, isn’t that a sales manager’s job?” The answer is “no.”  A rep’s outcomes are impossible to manage.  It’s like a football …

  As a business owner or VP of Sales, have you been frustrated with your CRM utilization or forecast accuracy?  You are not alone.  Let’s talk about one reason you may not be getting the results you wanted. The advent of Customer Relationship Management software (CRM) has made it possible for sales departments to develop …