Tag Archives: crm adoption

Is Sales Enablement Limited to Training?

In recent months I’ve noticed a significant increase in the attention focused on the enablement of Sales organizations.  In Silicon Valley alone I find several online postings for positions for a Sales Enablement Director or VP being sought today.  This … Continue reading

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Are Your Sales Stages Effective?

It’s not often that a sales manager gets to design new sales pipeline stage definitions used by an organization.  It usually occurs in smaller organizations when a new sales leader is appointed and in larger organizations when a new sales … Continue reading

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CRM Adoption and Metrics, Chicken or Egg?

It is widely recognized that the next advancements in sales performance will be derived from better metrics leading to more timely coaching.  Many of the sales VPs I speak with acknowledge they need insightful funnel metrics to help run their … Continue reading

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What is Sales 2.0?

I was speaking with a Sales leader last week when he asked me, “How do you define Sales 2.0?”  At first I thought this was an easy question but as I formulated an answer (I try to do that before I … Continue reading

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You’re hired! A check list of things to consider next…

Walking into any new job, let alone a sales management job, can be overwhelming unless you have a plan.  There are a number 90 day plan for new manager templates available but these are by necessity generic in nature.  For those … Continue reading

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