Archive for December, 2011
Getting to the first million dollars in sales
Unless you are one of the few companies with an inherent viral model, building a sales team takes a lot of work. We have seen founders and CEOs make two consistent mistakes (in previous careers we were guilty of these ourselves):
- Trying to hire a sales team before you prove your model yourself
- Creating a commission plan before a sales model
As you build your sales team, here are a few simple tips to maximize your chance of success: › Continue reading
The Top Sales Mistake: Turning Your Sales Stars Into Data Clerks
Over the past ten years, I have rolled out CRM systems at four different companies and have personally witnessed the power of CRM to:
- Improve management of customer and prospect relationships
- Provide better sales visibility
- Improve communication across a sales team
However, I also know full-well the statistics on CRM. Gartner estimates that over 60% of CRM implementations fail after the go-live date. I recently spent an evening talking about sales productivity with a leading sales rep for a Bain Capital portfolio company. What I heard shouldn’t surprise anybody but hopefully it is a wakeup call. › Continue reading
Prialto Top Posts
Prialto Cloud
- Prialto is hiring. Know any recent grads? http://t.co/uiyKYK3h
- Executive Assistants in Venture Capital: “The Phone Never Rings” http://t.co/4NJZsST6
- Sales force turnover – a problem worth addressing http://t.co/7ZXdXNUZ
- How To Efficiently Manage Action Items in Your CRM http://t.co/K8W7fIAr
- Excellent article on how to stand out from the crowd and enjoy life. (make sure to scroll down) http://t.co/jJywJCrx
- Collaboration Will Drive the Next Wave of Productivity Gains http://t.co/KTQq0hL1
- What a 9-Year-Old Can Teach You About Selling http://t.co/QWPvtFTZ