Everything that humans do is process. Everything. Process is "a systematic series of actions directed to some end." That pretty much describes everything you do, from brushing your teeth to designing a jumbo jet. The only time we escape process is when we’re asleep. So why do many sales people react with, “Process? We don’t need no stinkin’ process.” (Apologies to Humphrey Bog … [Read more...] about Process? We don’t need no stinkin’ process.
Even before the CRM system is specified, researched, and purchased, there should be discussion amongst all the functional groups within the company that might be impacted, and that will be pretty much the entire company. In these discussions, the previously defined vision will begin to permeate through the organization. Just like any project, if there is no plan to translate … [Read more...] about Successful CRM Implementation #2: Develop the Plan
One of the most significant daily challenges to a sales professional is deciding which opportunity to work on today. To do this, you have to get your prioritization right, and that requires each opportunity to be valued. This is even more critical when you are working many opportunities at one time and when the opportunities are at different points in the sales cycle and have … [Read more...] about Deal Me In – Prioritizing in Cards & Sales
A while ago I wrote a post on Sabermetrics which us using baseball statistics to make strategic decisions in improving a team’s performance especially when it came to individual performers. This was the subject of the story in the movie “Moneyball” staring Brad Pit. My post was how to use some of these ideas in building sales teams. Now there is another book that discusses the … [Read more...] about Baseball, Big Data, and Selling.
I saw this discussion on the AA-ISP site just recently. It’s an ongoing issue with salespeople and managers, and especially so since metrics have gained so much dominance in the sales process. The real problem is that unless you have a consistent, realistic estimation of when the sales opportunity begins, the sales cycle starts, or your favourite expression for this event, you … [Read more...] about What is the start of the sale cycle?