Director of Inside Sales at ForceManager and ICT organisation engineer. Lecturer on the Development of new Products and Services at La Salle and holder of the Global Management Programme at the IESE Business School.

Recent Posts

GoalManager: Lead Your Sales Team with Personalized Sales Targets

Posted on 18 September , 2017 by Victor

We all know the importance of setting specific, measurable, achievable, results-driven and time-bound sales goals, otherwise known as SMART goals. But are you aware of the potential effectiveness of having each member of your sales team set individual sales targets that facilitate joint success?

Continue reading

5 Predictions for CRM in 2017

Posted on 14 December , 2016 by Victor

With 2016 drawing to a close it’s time to look ahead to the future. What can we expect to see from CRM in 2017? What will be the key customer relationship management trends?

Continue reading

A Day in the Life of a 1970s Sales Rep

Posted on 08 September , 2016 by Victor

1970, 1980, 1990, 2000, 2010…


The truth is, if you’re a sales rep and you still haven’t given any thought to digitalizing your sales management (with a mobile CRM for example)… what are you doing? It’s 2016 and the whole vintage thing is over.

Continue reading

#MWC16 The Things You May Have Missed

Posted on 02 March , 2016 by Victor

MWC16en.jpgSamsung, VR and the IoT secured the majority of headline ink from this year's Mobile World Congress, but, as the largest Mobile trade show on the planet showed there were plenty of riches to be had away from the major product launches.

You just had to jump on social media to find them.

Continue reading

BYOD and Mobile CRM: The Advantages of Sales Mobility

Posted on 04 February , 2016 by Victor

BYODTrends such as BYOD continue to thrive as a practice used by many companies. But what can mobile CRM bring to this new work philosophy?

Continue reading

5 CRM Predictions For 2016

Posted on 18 December , 2015 by Victor

5_crm_predictions_for_2016What are the latest market trends for Customer Relationship Management? What innovations will shape the future of CRM in 2016? Let’s take a look.

Continue reading

SFA vs. CRM: How to Decide

Posted on 29 July , 2015 by Victor

SFA or CRMEvery day, more and more companies are discovering the importance and benefits that can be gained by applying technology to business processes. However, with all the various options and terminology being thrown around out there it’s hard to stay on top, to figure out what you need and whether it’s going to be useful for your business. The most common conundrum occurs when executives discuss Customer Relationship Management (CRM) and Sale’s Force Automation (SFA). The misconception is that CRM and SFA are one and the same, but they’re not!

Continue reading

This is why your sales team HATES the new sales CRM

Posted on 19 June , 2015 by Victor

As with most important things in business, and in life, the amount value that goes into a process is directly related to the amount of value that comes out the other end. Nowhere does this ring more true than in your sales CRM. Managers, especially managers that are leading the implementation of a new CRM application, have all been on the receiving end of an oft-painful lesson: your sales CRM is only as valuable as the information that is getting entered. 

Continue reading

How To Find The Best Sales Reporting Software For Your Small Business

Posted on 20 May , 2015 by Victor

Big businesses and multinational corporations have more resources to develop in-depth sales tracking tools that optimise their pipeline and drive new revenue growth. Sales reporting software provides a bird’s eye view of a company’s entire sales cycle, but taking advantage of critical data and customer buying patterns can be drastically more difficult for SMEs than their larger counterparts. However, technology is now offering new options for small businesses looking to capture key data and improve their decision making and set the stage for longterm growth. 

Continue reading

5 Benefits of using a mobile CRM in Sales

Posted on 20 April , 2015 by Victor

For the last 20+ years, sales teams across the world shared one powerful technology in common, the customer relationship management software, or CRM. Traditionally, this CRM database that tracked relationships, set follow-up reminders and mapped the sales pipeline was accessed from a desktop computer. As computing power increased, so did the CRMs, growing into powerful, software systems rich with features capable of optimizing the sales funnel and giving management valuable analytical statistics of what’s happening in the field. 

Continue reading