When you think of a sales target, what comes to mind? You thought of a single number right? But what if you thought of 2 numbers instead? Not for 2 products or for 2 salespeople – one product, one salesperson, one period, 2 targets. Rather than, ‘My target is 10 new accounts per month’ It becomes, ‘My target is 8-12 accounts per month’ Sounds strange? I agree. Says Who? I came across this in Robert Cialdini’s blog. Dr. Cialdini is the world’s foremost authority in the science of … [Read more...]
Why Sales Training Fails and What to do about it
85-90% of sales training fails to make an impact – ES Research. $5 billion being spent annually in the US on sales training, this amounts to a staggering waste of $4.25 billion a year. You hire the biggest sales guru of all. All your people are excited about the training. Everyone loves the training and speaks volumes of the trainer. And then…nothing happens! Your sales numbers remain the same as before! Bottom line – failure! But Why? There are many reasons, but here’s the … [Read more...]
Using Coaching to increase CRM Adoption by your Sales Team
74% of organizations globally have poor CRM adoption. Which essentially means that salespeople at these companies do NOT enter their interaction and other data regularly into their CRM. Does your company fall within that 74%? If yes, this blog post will give you a tried and tested solution. But first, why do salespeople not use their CRMs regularly? Three Reasons Because they are unable to fully understand how the CRM will help them to close more deals and increase sales … [Read more...]
