Imagine someone is buying a car simply based on the quality of the dashboard instrumentation. The speedometer is more accurate than an average car, there is a wonderful navigation system that provides the driver with details of their journey, and a number of additional instruments displaying the engine condition. All of this is nicely presented with an attractive design and … [Read more...] about Your CRM Solution – Great Dashboard and Poor Results
I was talking to a group of students about the best strategy to build sales teams, and there came an unexpected comment: "In my ideal team everyone would be like Messi." (Ed. For us North Americans who play football with an oblong ball, Lionel Messi is a pre-eminent Argentine round footballer. Soccer, right?) Although dangerous, the comparisons with soccer can help us … [Read more...] about Talent or Education? What Are The Characteristics of the Sales Dream Team?
In our customer relationships, it is common to segregate sales activities from those we call service. In most organizations, the sales departments are completely separated from customer service or other post-sales activity. And CRM professionals and consultants themselves always mention that CRM consists of marketing, sales and service activities which, seems to place each of … [Read more...] about Is Sales a Customer Service?
There are many, many issues and considerations when building a successful sales organization. The most important thing is to understand this and go about the design and construction in a coherent way. You wouldn’t design and build your product without a clear plan. The same holds true for the organization that carries that product to the market. So, in no particular o … [Read more...] about The Sales Organization – Part 2
Sales organizations and their processes and methodologies often evolve ad hoc without adequate study or planning or goals. They form out of the current business necessities and go through occasional re-organizations that reflect the demands of the moment, individual personalities, the resources available, or simply the way it has always been done. They are set up for what is … [Read more...] about The Sales Organization – Part 1