It’s Not Just a System – 5 Key Elements for Your CRM Process

When you think about a CRM process, it’s easy to focus on implementation. Once you have the system up and running, it can be tempting to assume the sales process is all you need. But if you don’t take the time to develop a CRM process, your system will quickly lose value. Here are 5 [...]

By | 2017-07-05T18:04:15+00:00 April 13th, 2017|Sales Leaders|2 Comments

4 Roles & 12 Questions for Your CRM Implementation

CRM implementation can be daunting. Fortunately, the following article is here to help as you embark on this journey. Use the 4 key roles and 12 questions detailed below as you focus on CRM implementation. 4 Key Roles to Define During Your CRM Implementation First, identify the key stakeholders who will benefit the most from [...]

By | 2017-08-17T16:14:20+00:00 April 4th, 2017|Sales Leaders|1 Comment

3 Keys to Managing Your Prospecting Process

Yesterday, I posted about creating a process for prospecting. The initial process development is just the start – it’s important to manage your prospecting process on an ongoing basis. Here are three keys for managing your prospecting process. Ask yourself the following questions. How are you holding your team accountable? Once you’ve identified who is [...]

By | 2017-07-12T13:21:10+00:00 March 30th, 2017|Sales Leaders|4 Comments

4 Basic Elements to Create a Prospecting Process

When you’re developing a sales process, it can be easy to focus on opportunities. What are the pipeline stages? How are won and lost opportunities handled? The sales process can take time and effort to develop, so why bother to create a prospecting process? People often consider the top of the funnel to be intuitive. [...]

By | 2017-06-21T17:49:20+00:00 March 29th, 2017|Sales Leaders|2 Comments

3 Simple Steps to Create an Effective Sales Process

Sales managers and salespeople alike are most successful when they have an effective sales process. In our experience working with thousands of sales teams, we’ve discovered that teams that follow a sales process are 4x more successful than teams that don’t. Following a sales process allows deals to move quicker, improves communication, and as an [...]

By | 2017-06-21T17:39:51+00:00 March 28th, 2017|Sales Leaders, Sales Success|2 Comments

Breaking Out of a Sales Funk with a Successful Sales Process

A successful sales process will get you out of a sales funk every time. How? Check out the 5 recommendations below to get started. Breaking Out of a Sales Funk with a Successful Sales Process Take Out the Trash “My boss will fire me if I admit that I have no prospects this month.” “I [...]

By | 2017-07-12T13:25:46+00:00 March 23rd, 2017|Sales Success|1 Comment

4 Ways to Manage Sales Growth with a Sales Process

Responsibility for sales growth and a sales process is not limited to members of your sales team. If the pressure for sales growth rests exclusively on the shoulders of the VP of sales, then you risk fostering a culture of insularity in your company. If you don’t want the sales department to become an island, [...]

By | 2017-07-12T13:31:16+00:00 March 21st, 2017|Sales Leaders, Sales Success|2 Comments

Sales Process Development: How to Keep It Fresh

It can be tempting to think of sales process development as a one-time thing. You build your process and you’re good, right? Over time, you’ll need to review and revise your sales process. If you don’t, you’ll eventually need to start back at the beginning. We recommend reviewing the process quarterly. Here are five things [...]

By | 2017-06-21T17:41:11+00:00 March 16th, 2017|Sales Leaders|2 Comments

How to Increase Revenue with a Growth Process

A company is only as good as its growth process. How do you define the steps needed to achieve success? Why do you follow a particular process? Have you analyzed the results of your current growth process? For the sake of this post, when I say growth process I mean a type of formal, documented [...]

By | 2017-06-21T17:42:54+00:00 March 14th, 2017|Sales Leaders|2 Comments

The Sales Process Exists for a Reason – Here’s What Happened When I Failed to Use It

At Criteria for Success, we talk about the sales process all the time. This probably isn’t a surprise since it’s a huge part of what we do and how we help our clients achieve greatness in selling. But what might surprise you is that even we make mistakes when it comes to using our sales [...]

By | 2017-06-21T17:45:06+00:00 March 8th, 2017|Sales Success|1 Comment