Here’s a challenge for you: Sift through five years of customer data. Look at what worked five years ago, 3 years ago, last year and last week. Now quantify the trends, and show your salespeople where the market is going today. Then go a little deeper and use that data to personalize engagements for every prospect.
Picnics. Amusement parks. Vacations. It’s hard to focus on quotas and KPIs when the kids are off from school and the sunshine beckons. But as this salesforce blog points out, there are things that you can do to keep the summer season from turning into a summer slump.
Your sales team is spreading out. In the past five years, the number of virtual workers in the U.S. has increased 800 percent. At least 60% of employees work in different locations from their supervisors. That means you’re going to be a lot more dependent on your CRM data to manage your team and drive results.
From the day you started your first sales job, you’ve been getting advice on what it takes to be a success. And everybody means well. But not all well-meaning advice is good advice. Some may actually be backfiring. Here are some words of wisdom that the successful salespeople have learned to ignore.
You’re about to lose your sales team. Or at least their presence. The mobile workforce is on the rise and a significant number of companies expect that more than 75 percent of their staffs will be working remotely by 2020. And your sales team is ripe for this disruption.
Every couple of years or so HubSpot updates its list of time management hacks for sales reps. Some of this advice is so time-tested, it could have worked back in the days of tickler files and Filofaxes, especially #4 on the list, Swallow the frog.
Every year millions of data entry errors find their way into Salesforce.com data. You wouldn’t be the first executive in history to look for a contact name and see a street. Or to discover that reps are duplicating (or triplicating) efforts as they contact Rich, Richie and Richard Smith.
