if you want to change your results you have to change your behaviour
An unfortunate consequence of the adoption of CRM & sales force automation tools has been the confusing of measurement with management. What’s more, the data being used for measurement & analysis most often lacks truth
money out the door.
the hidden cost of sales attrition.
“employees don’t quit companies, they quit managers” No doubt you have heard the phrase “people don’t quit companies, they quit managers”, but have you stopped to consider what the cost of your sales rep attrition is in terms of lost revenue and/or margin? For example, Company A has 500 sales reps and an annual attrition […]
perception reality distortion.
the flaw in your crm data
leading, leaning & lagging indicators – what are you really managing? Almost every organisations we have engaged with has designed and implemented their crm/sfa system from the inside-out. That is, the stages and criteria for where and opportunity is in the process is internally defined – often on the word of a sales rep. What […]
want to find out what your
competency priorities should be?
A simple way to find out – try being (or becoming) your own customer. Over the past 12 months many of the conversations I have had with large organisations has related to competency development. In every case, the organisation has a very comprehensive approach & catalogue of training assets, resources & frameworks. However, in recent […]