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Our expert business blog offers insight into CRM Software trends and best practices. Browse our articles for quick reads, advice, and guidance on all matters CRM.

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Achieving Revenue Growth

CEB published research in 2011 indicated that 57% of the buyer’s journey is completed before a sales person is actively involved. Today, the trend has

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Retaining great sales talent

Finding great sales talent isn’t hard. The real challenge is retaining great sales talent. Assuming you have a good company culture, you’re respected in your

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Measuring Sales Performance

It is imperative that we measure all aspects of sales and more importantly, our sales people’s performance so they can truly understand their job, and

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Sales efficiency

All businesses face opportunity costs. In the case of a sales organization, money, time, and effort allocated to accounts A and B are resources not

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Sales incentive plans

Most organisations link some portion of salespeople’s salary to a sales incentive plans. For example, they pay a commission on the revenues or a bonus

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High-performing salespeople

What separates high-performing salespeople who exceed their quota from underperformers who miss their quotas by more than 25%? Recent research carried out by Harvard Business

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Great sales leaders

Every salesperson knows the quality of their sales manager will have a profound impact on their own success. A recent study by Harvard Business Review supports this

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B2B Salesperson

“Death of a B2B Salesperson,” A recent report by Forrester Research, found that by a factor of 3 to 1, B2B buyers want to self-educate

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Working smarter not harder

Salespeople? Recent research has identified 3 things that were highly correlated with top performing reps: More time spent with customers; larger internal networks; and more time

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