Tracking the Most Important Sales Metric in Salesforce
Customize Salesforce so your sales team KPIs line up with out-of-the-box functionality, and give sales leaders clear insight into who is doing what.
Insights — Page 2
Insights for sales leaders.
How Long Should Salesforce Training Actually Take?
An hour at the company conference will not do it. How long Salesforce training for salespeople really takes, and why the short version fails.
Salesforce Should Help Your Team Sell. Why Does It Not?
Why is it that with an awesome technology like Salesforce, we’ve made such a mess out of supporting our hard-working salespeople?
The Most Important Step of the Sales Process
At the root of true consultative selling is knowing how to ask the right questions. But, can Salesforce be configured to encourage this? The answer, here.
Truth and Consequences for Non-Performing Salespeople
Use native Salesforce functionality to spot poor sales performance early and hold your salespeople accountable with evidence rather than opinion.
So You Want to Learn Salesforce. Where Do You Start?
Salesforce is a massive piece of technology and no one person knows all of it. Decide which area you want to focus on first, then pursue that path.
Adapt Your Sales Process to Salesforce, or the Reverse?
Should your sales process bend to Salesforce, or Salesforce to your process? How the Lead, Account, Contact, and Opportunity assignment decides the answer.
Why Training Alone Won’t Drive Salesforce Adoption
Training on its own does not fix Salesforce adoption. What we have seen work, and what does not, across dozens of firms facing the same problem.
Why You’re Not Maximizing Your Salesforce ROI
A well-configured Salesforce still underperforms without a change management plan, the right leading indicators, and managers trained to coach.
Advice for Managing Sales Teams Working 100% Remote
Managing a fully remote sales team changes what you can see and what you must measure. Practical advice for sales leaders running distributed teams.