Is Your Salesforce Overpaid?
How much should you be paying your salesforce, and how does it compare with your competition? The question most sales managers and owners want answered.
Insights — Page 6
Insights for sales leaders.
Salesforce Adoption: Does It Need to be Lead from the Top?
“What are some best practices to push Salesforce adoption to the sales team if it doesn't come from the top?”
The Key Role of the Sales Manager in Salesforce Training
A rep fresh out of training, armed with new behaviors but not yet skilled at any of them, sits down with an important prospect. What happens next?
Why 1-Day Salesforce Training Will NOT Impact Your Results
One and two-day salesforce training events may be well produced, engaging, and even highly customized, but they absolutely won’t impact your sales results.
Why Salesforce Training is for the Dogs
The sales manager is the focal point of every Salesforce training program, because reinforcement continues long after the trainers leave the building.
Choosing the Right Salesforce Reports and Dashboards
Salesforce replaces whatever you report on today. Start by identifying what is already reported across the organization, then pick the reports that matter.
Configure Salesforce Before You Expect More Sales
How soon will we see more sales because of Salesforce? The honest answer depends on configuration, and on what you set up before the team logs in.
Setting Goals for Salesforce Training
Before you launch into Salesforce training, step back and set out why you bought the system and what you actually want it to do for the organization.
Measuring Business Health With Salesforce KPIs
Salesforce makes good-looking dashboards easy. Here are the indicators that genuinely show business health, especially when compared over time.
Salesforce Training Alone is Not Enough
For Salesforce training to be truly effective, it must be designed in conjunction with an overall sales management process. So what does that mean exactly?
Debunking a Common Myth: Salesforce Training is Simple
Salesforce training is sophisticated and hard, and it should be delivered by trainers who understand Salesforce and understand salespeople equally well.
How to Handle the 'It's Not in the Budget' Objection
One of the fastest ways to get rid of a salesperson is to say it is not in the budget. How to handle that objection without dropping your price.