COVID-19 has caused economic effects across all industries and countries, sales forecasts are down but more than that, there is an element of entering the unknown. Some companies are comfortable to take a wait-and-see approach whereas others are feeling mounting pressure to cut costs. But where? How do you maintain your budget and deploy your resources optimally?

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Now, as many salespeople do the equivalent to an Irish jig to get out of it when questioned… the facts remain the same, if it’s not entered into Salesforce, it never happened!

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Facilitating your sales teams through either a formal sales enablement function or informal process is critical to any business. It sets your sales team up to sell more and be more consistent in achieving their deals.

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We hear there have been developments at Rollio, how has the development process been in the current market?   We certainly haven’t slowed down! Our teams have been working hard to ensure that everything we build comes from data and feedback we gather from our customers. One of the biggest concerns is Voice-to-CRM, which is why we’ve worked so hard to make our speech to text quality accuracy...

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Technology has improved rapidly since the first computer was invented in 1946. In fact, who would have guessed 20 years ago that each of us would have major computing power in our pockets? For sales professionals and businesses, massive computing power and artificial intelligence (AI) are combining to help, make using Salesforce easier.

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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.

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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.

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High contact numbers are the key to inside sales success. Yet on any given day, only about 1/3 of reps can make 75 or more calls and about half make less than 50. Meanwhile, only about 11% of calls result in contact.

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It happens. The rep taking the lead turns his head and a letter from the contact’s name land in a different editable field. The sales engineer gets the record, shrugs and makes a call. It’s kind of funny. Minnie Mouse herself might laugh.

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Call it efficiency. Call it productivity. Call it the endless corporate crusade to do more with less and do it in every department of the company. Including the department that brings in the revenue—sales.

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