Inspirational business leader Harvey Mackey said, “No business can stay in business without customers. How you treat – or mistreat – them determines how long your doors stay open.” There has never been a time when this is a more pertinent business lesson than in the 21st century. According a recent white paper from Webby, customers are expecting a higher level of customer service, transparency, and engagement with their brands.
Since 2010 American business has been heavily focused on training; in 2013 alone $164 billion was spent on employee development by U.S. companies. The lightning-fast pace of the digital world often means that technology and information out-stride businesses, creating a constant need to keep a workforce that moves with the learning curve as time goes on.
Think about the last time you went and saw a good movie. What was that like? There’s a big chance that whatever film it was left you feeling pensive or uplifted, or at the very least refreshed.
Passive information gathering is a thing of the past. You can no longer afford to only use customer relationship management (CRM) software to collect and analyze customer data. Businesses who attempt to apply those same observe-and-report tactics to their 21st century markets are likely to find themselves outmoded, outdated, and outsold. Social media is an important part of successful customer relationship management.
[Read more…] about 10 Major Rules for Launching a Social CRM
Many tips for avoiding burnout often focus on what individual sales team members can do to avoid succumbing to the problem. However, management also plays an integral role in helping employees deal with stress and burnout both while they happen as well as preemptively. With the costs of work-related stress estimated to be as high as $300 billion annually for American businesses alone, burnout should be considered as much as threat to sales numbers as supply chain issues or market conditions.
Getting the most out of a sales team requires stable, consistent mentoring from management, but it can be difficult to determine how to best apply coaching efforts. Should the bulk of coaching time be spent on weak performers, or should the goal be to raise the average? Where should the focus be when looking for return on coaching investment? Read on to learn the answers to these questions and get your sales coaching initiatives started on the right foot.
Although customer relationship management (CRM) software has only been around for a few decades, business has come a long way in understanding and using what it knows about customers to drive sales and improve the overall consumer experience. Different companies use customer-driven data in different ways, and to varying degrees of success, but the overall themes of customer engagement and influence are only becoming more prominent as the Internet takes its place in the culture of everything.
Even if your sales pipeline can bring you tons of qualified leads, many of those leads will fizzle out into nothing if your company’s culture isn’t conducive to quality work. Sometimes, even smaller divisions of a company, including a department or even a single team, can suffer from cultural issues, leading to reduced engagement and, in turn, reduced results. Below, we’ve listed some of the best tips available for creating a winning team culture as well as some statistics on the importance of this valuable metric.
Some teams resist change, especially when it’s technological, so encouraging members of a group to adopt relationship management software solutions that aren’t what they are used to can be tough. Fortunately for you, no resistance is insurmountable–and in fact, most sales teams can be convinced to give a new CRM solution a chance with the right incentives. The CRM industry is expected to grow significantly well into the next five years, and that only means adoption patterns and processes are going to be important to refine.
[Read more…] about Actions: Getting Your Sales Team to Adopt Your CRM Solution