I was talking to a friend of mine whose company had a rough first quarter. As is often the case, both sales and marketing came under scrutiny; several salespeople were let go, and marketing is now under a microscope. In trying to perform a post-mortem on the problems, we struck upon the issue of salespeople. The sales manager held up a former employee as an example of the kind of people he wanted; this guy was a go-getter, filled with energy and an inability to say no. Two quarters ago, he killed it. However, last quarter, he was let go.
CRM does not a salesman make, but done right it will empower them to work more cohesivly with the organisations resources and departments and not be an island or silo of customer engagement.
Managers can see trends in activity to outcome, better support their teams with mentoring and guidance on sales opportunities and measure and predict the sales pipe and earlier corrective actions needed to ensure an on target delivery.
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The Say-Anything Salesperson Is a CRM Killer
Posted by: Christopher J. Bucholtz April 11, 2013 05:00 AMI was talking to a friend of mine whose company had a rough first quarter. As is often the case, both sales and marketing came under scrutiny; several salespeople were let go, and marketing is now under a microscope. In trying to perform a post-mortem on the problems, we struck upon the issue of salespeople. The sales manager held up a former employee as an example of the kind of people he wanted; this guy was a go-getter, filled with energy and an inability to say no. Two quarters ago, he killed it. However, last quarter, he was let go.
Managers can see trends in activity to outcome, better support their teams with mentoring and guidance on sales opportunities and measure and predict the sales pipe and earlier corrective actions needed to ensure an on target delivery.
Ian Moyse
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