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The Sales Management Imperative – Managing Selling vs. Sales Management
In our most recent article, Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?, we described our frustration with advice sales leaders are being given by well-meaning thought leaders, and offered our perspective on getting back to sales management basics...
Pandemic OCD – Are Sales Leaders Focusing on the Right Issue?
No doubt you’ve heard ad nauseum there is a pandemic going on, and in most sales organizations (except video conferencing providers and big online retailers), sales teams are struggling to adapt to the “new normal”. Also, you’ve probably heard that now is the time to...
Leveraging the New Normal: Digital Selling
A lot of interesting and provocative thought leadership always comes out of a downturn like the one we’re all currently navigating. One article recently recommended by several colleagues is from HBR, 4 Things Sales Organizations Must Do to Adapt to the Crisis. The...
How to Grow Business in a Downturn
With the growth of the economy over the past few years, and the sudden and surprising changes in our world that have recently transpired, it occurred to us that many of today’s current front line sales managers have probably not dealt with the challenge of managing...
Is Your CRM Data Really Bad?
It’s interesting that the topic of poor CRM quality always comes up when someone publishes an article or study about Sales Operations. Since Sales Operations typically supports CRM, it’s easy to conclude Sales Operations needs to do something to “fix” it. Most...
Sales Process Compliance White Paper
Sales Leaders and Sales Operations are confronted on a daily basis with the issue of ensuring that sales personnel comply with the sales process. It's a time-consuming and labor intensive effort. In this white paper, we explain how FunnelocityTM helps Sales...
Why Sales Operations is Guilty of Distracted Driving
A recent TV commercial for the insurance company esurance features actor Dennis Quaid using a cell phone while driving to pitch the firm’s new safe driving app. By the end of the commercial, the viewer learns that Dennis is not actually driving the car. It’s being...
Sales Performance Optimization
If you have been part of a new product launch or enjoyed the customer experience that is delivered when a product first hits the market, I can relate. It’s an exciting time! A few months ago, we launched our Sales Performance Optimization (SPO) application...
What You can Learn from Our Artificial Intelligence Experience
As a sales leader, you may find it increasingly challenging to decide how technology can improve your sales team’s performance. In the past two years alone, there has been a literal explosion of new software products entering the market, and many of them use...
Moneyball for Sales
There is no shortage of software firms using Moneyball (1) as an analogy to market their applications. “We are Moneyball for Sales”, is something we’ve seen numerous times since the movie featuring Brad Pitt and Jonah Hill came out in 2011 (2). Because Moneyball is...