Author Archives: Savo Group
It’s the beginning of the month. Your VP asks to see a report of your current pipeline opportunities. Unfortunately, your sales pipeline consists of the same old deals from the previous quarter. These deals feel like they have been kicked down the street like an empty pop can. How can you take control and improve the predictability of your business?
While many of the firms I speak to focus on sales effectiveness initiatives, few concentrate on sales enablement. So, when I begin a conversation with a financial firm, I often have to start by addressing some level of uncertainty or confusion related to the topic of sales enablement.
The proliferation of iPads in the workplace – both personal and company issued – brings with it the promise for extreme efficiency and communication gains as well as new challenges. This is more so with sales teams than with any other department within a company.
I’d like to set the stage with a couple of definitions. A sales process can be described as a systematic sequence of actions that drive customer interactions and, ideally, optimize both sales execution and expected business outcomes. CRM is the underlying technology that automates and accounts for this sequence of events and, yields a predictable forecast.
In a recent SAVO educational webinar titled “The View Beyond CRM: Reimagining Your Sales Process”, three out of four participants considered their CRM solution to double as their sales process. Of the companies who equate CRM and sales process, 74 percent lack insight into selling behaviors that truly yield success.
In a recent post, I discussed the concept of relevance and the impact it has on sales enablement. I further defined sales enablement relevance as the condition of connecting businesses ‘go-to-market’ activities with a seller’s point-of-view.