Talent Requires Teamwork: Four Characteristics of High-Performing Teams

High Performing teams: talent matters, but teamwork matters more.

Also highlights the importance of customer centricity and the presence of customer experts in the team.

Author: Dave Ulrich, LinkedIn blog, May 21, 2019

Why CRM Projects Fail and How to Make Them More Successful

CRM serves to improve the sales process, not just to evaluate it

In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. The numbers ranged from 18% to 69%.

The primary reason they miss the mark in helping companies increase revenue is that CRM systems are too often used for inspection — to report on progress, improve accuracy of forecasts, provide visibility, predict project delivery dates, and provide a range of other business intelligence — rather than creating improvement in the sales process. Front-line sales professionals and managers rarely find the majority of these capabilities useful in winning more business for the company.

Re-think your CRM as a tool to increase revenue

Integrate your marketing efforts with sales activity

Managers provide coaching to improve, not reporting to inspect

#crm #salesmanagement

When Sales and Marketing Aren’t Aligned, Both Suffer

Dangers when sales and marketing aren't aligned

Danger #1: Misaligned goals demotivate

Danger #2: Misaligned goals signal unnecessary difficulty

Danger #3: Salespeople will find the resources to achieve goals, at a cost

Four sales training methods to improve sales performance

Four sales training methods to improve sales performance

How We Made Our Sales Training More Effective by Making It Harder

1. Include leaders in practice sessions

2. Make practice harder than the sale itself

3. Practice the entire sales cycle, not just the first call

4. Have the highest performers practice, too

Kluwer opleiding: sales management van de toekomst

Opleiding sales management 4.0?

'Word sales manager van de toekomst'

Geef een boost aan uw salesmanagement-carrière

Programma topics

1. De sales manager als strategisch en innovatief leider

2. De sales manager als inspirerend people manager en coach

3. De sales manager als sales organisator en talent scout

4. De sales manager als actie- en prestatiegericht aandrijver

10 Sales Management Strategies that Move the Needle

The objectives of sales management are aligned with the overall goals of any business: grow pipeline, convert leads, increase revenue. Sales managers have the ability to directly impact each of these critical initiatives, and can make themselves invaluable by taking steps to positively influence them.

10 Sales Management Strategies that Move the Needle

Social selling: starten met het maken van de juiste connecties

Social selling

LinkedIn video

Masterclass sales management: 'klantbeleving heeft vandaag de hoogste prioriteit'

Schrijf je in voor de nieuwe masterclass sales management 2019

Chris Delvaux over de Sales Manager 2.0

Door de waterval aan technologische mogelijkheden zijn verkoop en verkoopmanagement in volle evolutie. Met de toename van digitale contactmogelijkheden, neemt de klant vandaag steeds meer de leiding in het aankoopproces. Bovendien komt er een nieuwe generatie verkooptalent op de arbeidsmarkt, die net als de klant andere verwachtingen koestert… Wat betekent dat voor de rol van de sales manager? Welke competenties heeft een sales manager nodig om vandaag relevant en succesvol te zijn? Een gesprek met Chris Delvaux, ervaren consultant en trainer, en een getuigenis van Dominique Gossé, Commercial Director Distribution Channel DVV/Les App bij Belfius, over verkoopmanagement vandaag in de verzekeringswereld.

https://blog.opleidingen.wolterskluwer.be/in-de-kijker/klantbeleving-heeft-vandaag-de-hoogste-prioriteit/