Month: August 2013

How to avoid CRM backlash

There’s been a backlash against CRM in recent years and 25-30% of companies that implement CRM solutions don’t feel they are getting the return they expected. The findings of a poll of 100 SME organisations with CRM implementations revealed that even though 60% of sales directors said that CRM is fundamental to their sales processes …

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Five Common Mistakes in Designing Your Sales Force

Here are five common mistakes that companies are making in designing your sales force. 1. Role pollution. When salespeople are involved in customer service and support work, they’re not selling. Yet too often, salespeople spend too much time on activities that are not core to selling, such as chasing down information for customers, implementing installations or …

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