This week serves up the quarter finals of the 131st edition of Wimbledon (yes, it really has been running since way back in 1877). Unfortunately with the Irish contingent just missing out on a spot in the last 16, I thought I’d come up with my own dream team of grand slam winners who I’d die to have alongside me on the sales floor.
There are few sporting events that can boast the TV coverage and attention of the Champions League. This year approximately 1.7 Billion people tuned in from around the globe to watch it – if my math’s right that’s something like 22% of the earth’s entire population…
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.
Put that coffee down. Coffee is for closers.
The immortal words of Blake; the hardnosed, no nonsense sales shark played by Alec Baldwin in the 1992 cult movie Glengarry Glen Ross. As the first in our movie series, we’ll take a look at some of the most iconic sales screen adaptions to pluck out any takeaways, or in some cases, stayaways we might find. And there are a fair few. Let’s take a look.
Trends such as BYOD continue to thrive as a practice used by many companies. But what can mobile CRM bring to this new work philosophy?
CRM’s have been around long enough now for people to understand their role in streamlining and expanding revenue streams. However, understanding its value and maximizing its adoption across your team are two completely different things. Too many companies flounder somewhere in the middle. Yes, their teams are “using” a CRM, aware that it is adding value and organization to their work, yet very few are able to unlock its true potential; like being sat on a goldmine without the explosives.
When Frederick W. Taylor started to have vision problems at an early age, he had to settle for watching his friends play baseball from the stands. However, by embracing his role as spectator, he could assess the physical performance of his teammates, allowing him to seek new models and formulas to maximize the efficiency of the players.
Being a top sales rep does not automatically qualify you for a management position. You'll quickly learn that a sharp cracking of the whip won’t magically increase your sales figures, nor will it help earn you respect amongst your peers; what may have worked for you isn’t necessarily applicable to your whole team. However, that’s not to say you can’t find a way. Whether you have recently found yourself in a managerial position, or are simply looking to improve upon what you already know, here are a few qualities found in every (scratch that, most) good sales managers.
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.
Before the advent of the internet, the sales cycle - the process that goes from securing a prospect to concluding a sale - and the buying cycle took place at the same time, and had a similar duration. The different stages of the sales cycle, seen entirely from the perspective of the company, are often summarised by the acronym AIDA:
- Attention: attract the attention of the user to your product or service, as opposed to that of the competition.
- Interest: raise the interest of your prospect by demonstrating that your offering will satisfy their needs or solve their particular problem.
- Decision/Desire: this is where your sales team works to convince the consumer they want your product.
- Action: when the prospect is almost convinced, lead them to take action and buy.