Is your sales team working your Web leads effectively? Your reps probably tell you that they’re milking every lead for all it’s worth. And you have no reason to doubt them, right? Perhaps you should take a closer look at what’s really going on. The truth might just make your head explode.Read More
Last week I overheard a conversation between one of our client implementation consultants and a former prospect who had just come on as a customer. One of the first things our implementation team does with a new client is hold a Business Plan Review, designed to identify a client’s key processes and value areas.
In a nutshell, the question this new client asked was, “How does defining all of these process steps directly benefit my sales reps?”
As much as we tout the benefits and productivity of a good sales process linked to a CRM software system, the short answer to this question is, “Sometimes they don’t.” . . . .Read More