As Sr. VP., Dir. of Sales & Marketing, I often stay hands-on in providing business consulting in order to design the most efficient and intuitive CRM interface for User Adoption and achievement of established goals. Just wanted to share a few thoughts with those of you contemplating the implementation of a new CRM or reviewing your current CRM. Unlike building a home wherein you start with the foundation, building a CRM must start at the TOP. Then build the perspective of the Users into the plans.
Upper Management Continue reading “The Real Benefits of CRM”
As a new generation of sales professionals begins to make its mark on the workplace, the need for effective mentoring has increased dramatically. As younger people begin to see sales as less of a career and their older counterparts come to it after shifting out of other fields, it’s a novice’s world–and getting the most out of these new professionals requires a large amount of effort up front. Many businesses have recognized this and have begun increasing spending in employee training after a temporary lull during the recession of the late 2000s. According to the 2014 Corporate Learning Handbook, spending on corporate training increased by 15% in 2013 and is trending steadily upward.
Continue reading “How Do You Build Strong Mentoring Relationships in Sales?”
With the rise of large corporations has come a new-found ease in sharing, diverting, and burying blame. The more people that are involved with a given project, and the more resources need to be pulled from disparate areas, the easier it becomes to shift blame away from oneself. Sometimes the blame moves to other departments. Sometimes it moves to outside factors completely.
Continue reading “Owning Failure — Accountability at Every Level”
After the initial rush that comes with being hired or promoted into a managerial position there’s a lot of room for dread and anxiety to set in. Some new managers have a hard time coping with the transition, since their responsibilities and efforts might be newly focused on tasks that don’t always have immediately measurable impact (mentorship, team growth, et cetera). However, some evidence suggests that people who ascend to leadership positions actually feel less stress than in their former positions when they feel that they have a raised sense of control. One of the best ways to feel confident in a new leadership position is to know what to expect, and what to focus on, before day one.
Continue reading “Management 101 — Easy Tips for New Managers”
The sunk cost fallacy is simple: once someone has spent something unrecoverable, one should avoid throwing more after it in an attempt to “honor the cost” or “try to make the best of it” if the potential benefits outweigh the new cost. In everyday life, trying to repair an old car can often fall into this category. “I’ve already spent $20,000 trying to fix this,” one might say, “I can’t just give up.” If the car’s still not working, giving up is indeed the smart thing to do; nothing will get that money back, and there may be a better way to invest the remaining funds.
Continue reading “How the Sunk Cost Fallacy Costs You Money”
It’s been a hard couple of months for Sprint Corporation. In December 2014, stock prices took a severe dip after the release of quarterly reports, showing a 60% drop in investor confidence. To make matters worse, a recent Consumer Reports survey named Sprint the worst customer service provider for the phone industry – for the second year in a row.
Continue reading “The “Sprint Effect” — A Customer Service Case Study”
In the business world it’s pretty easy and simple to focus on the things that make a good leader. All leaders want to be good leaders, and the best way to do so would seem to be to pursue greatness. The truth, however, is that bad leadership and good leadership look a lot alike on the surface, and the pursuit of greatness can lead a manager or executive to make choices that seem strong in the moment, but which will ultimately move the business down a path toward ruin.
Continue reading “Traits That Damage Confidence in Leadership”
Common wisdom in sales holds that there are two types of salespeople: hunters and farmers. Just as one might expect from their names, hunters prefer to chase down new sales and draw in new business, while farmers start from the business that’s already there and grow it into radically higher profits. If you’re new to the world of sales, whether it’s because you’ve started a new job or your responsibilities have grown, you may not know which of the two you fall into. Self-reflection, and knowing how you prefer to do business, can open up a lot of avenues for both personal and monetary growth.
Continue reading “Hunters and Farmers — How Do You Sell?”
There is an age-old sales argument about whether sales skills or personal attributes make the best sales professionals. While many state that product knowledge and “selling game plans” are the true linchpins of success, others suggest that the proper attitude is the only thing necessary to become a sales superstar.
Continue reading “Leadership 101 – Making Your Invisible Sales Stars Shine”
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.
Continue reading “Are You a Customer-Driven Business? Find Out With This Quiz!”