JUL 12 BY HEATHER WEIR
Defining Sales Productivity for Modern Sales Teams
Many sales leaders believe that the definitions of ‘sales productivity’ and ‘sales performance’ are one and the same. But truth is that only by targeting and measuring the improvement of sales productivity, you will in turn drive better sales performance.
‘Don’t ask how, just how many.’
This statement typifies the way most companies measure their sales organization; Hire all of the great salespeople you can afford and count the revenue that comes in on the back end. If the team performs as we had hoped and its numbers are hit, we say it was productive; if not, it wasn’t.
What we believe, and detail further in this article, is that that mistaking measurements of sales (performance) with metrics of selling (productivity) leaves sales leaders with few options to improve their output, other than hiring and firing salespeople.
JUL 7 BY MATTHEW MAY
Smarter Marketing, Sales & Service: How Artificial Intelligence Will Drive Next Generation CRM.
Artificial intelligence is reshaping marketing, sales and service. The CRM systems of tomorrow will be intelligent, predictive and customer-focused.
JUL 7 BY HEATHER WEIR
Six Ways to Get Value from Social Software.
Employees started using Web 2.0 technologies to collaborate and communicate more efficiently. Sensing an opportunity, a plethora of startup vendors emerged to provide social software enterprises needed in order to sanction its use within company walls. As competition increased, adoption of Enterprise 2.0 for adoption’s sake became the primary goal and had detrimental effects for businesses looking to harness the power of social software.
Below are six implementation strategies to help you gain business value from social software by choosing the focus area that suits your organization best.
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