Most businesses rely on a number of software applications to run their company, e.g., accounting, customer relationship management, sales force automation, etc. Typically, a great deal of time, money, and energy was invested into securing and implementing these various business management software applications. When we look at the three key areas of a successful Salesforce.com…
So, just how are you measuring the performance of your sales team, or the effectiveness of your Salesforce training? A surprisingly common answer that we get is “revenue attainment”. Yikes! And to make this even worse, sometimes this is the only number that is being tracked. The problem with measuring revenue as an indicator of…
We see it over and over. Companies, large and small, sign up for Salesforce.com, with little regard for how it’s supposed to help them, and how they’re going to roll it out to the sales/service or marketing teams. Listen, Salesforce.com can do just about anything a sales department wants it to. But that doesn’t mean…
Here’s a familiar refrain that we keep hearing, over and over again. It seems, the more successful and popular Salesforce.com becomes, the more that companies are struggling to embrace it fully. And yet, while companies in record numbers keep signing up for subscriptions, paying thousands of dollars a month to have the latest in Cloud…
Almost any Salesforce training implementation will be replacing some other system, no matter how crude. We’ve seen Salesforce replace an equally sophisticated CRM program like Sieble, it could be replacing a more antiquated program like ACT or Sugar, or it could be replacing something as basic as Outlook and Excel, or even more basic like…
In a system with as much data and reporting as Salesforce.com, its easy to ask for things and get nice looking dashboards. Unfortunately, you could ask for lots of meaningless data on this dashboard, and your sales team aren’t likely to say no to your requests (demands?), right? For instance, its easy to ask for…
Salesforce is a tool. A very useful and effective tool at that, but still, it is just an instrument. For Salesforce training to be truly effective, it must be designed in conjunction with an overall sales management process. So what does that mean exactly? Let’s take an analogy. We all know what a hammer does.…
As a Salesforce Training & Consulting firm, we believe that the right answer lies with a bit of both – ensure that you have someone on the inside as well as a consultant. Part of the goal is to get your consultant to transfer knowledge to your own person. Now, this person may not necessarily have…
The question of whether or not to hire commission only salespeople is one that often comes up for many sales managers and it’s a good question. Mind you, some sales managers feel that some of their full-time salespeople should already be on commission only, but that’s a problem and a blog for another time! …
Does your Salesforce Training implementation plan include these ten critical steps? If it doesn’t you may want to take a step back and re-evaluate how your execution of this organization changing event can help or hinder your chances for success. Build Your Salesforce Training Team. These are the people who can tell you what a…