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
Following in the theme of my last post, I ran across the results of a survey done by Harvard Business Review on the move from outside to inside sales. You can find it here. The writers surveyed over a hundred companies in high tech and business services. Over fifty percent say they are moving from an outside (field) sales to an inside sales model. I found a few of the other … [Read more...] about HBR Article On The Move To Inside Sales
First what is an outside salesperson. It must be the opposite of an inside salesperson, right? Yes - according to Ken Drogue the expert in the field of inside sales: http://www.forbes.com/sites/kenkrogue/2013/02/26/what-is-inside-sales-the-definition-of-inside-sales/ Ken says: "The most pragmatic definition of Inside Sales is simple: inside sales is remote sales. It has be … [Read more...] about Are Outside Salespeople Quaking In Their Boots…