5 reasons salespeople hate using CRMs

http://www.yesware.com/blog/2010/09/09/5-reasons-salespeople-hate-crm/

CSO Insights

Turnover is one of the first metrics we look at.  It is a leading indicator of a long list of
issues, including:
• Poorly crafted compensation plans
• Overly ambitious quotas
• Sales management weaknesses
• Sales force morale problems
• Poor training programs
Of course there are industries that accept turnover as a part of doing business.  We
believe that, if anyone analyzed the cost of turnover, they would take extraordinary
measures to avoid it.


http://www.csoinsights.com/assets/files/2012SPO-Sample-Benchmark.pdf

Talent Maximization

Overall, sales leaders ranked talent maximization as one of their five
most pressing issues, second only to ongoing worries about winning
and keeping profitable business. But when asked how well they were
meeting the talent challenge, participants gave themselves low marks,
rating that area fourth out of five in terms of success.

http://www.lmsleader.com/pdf/06-Secrets_of_High_Performance.pdf

Understanding high performers extremely well will also aid in hiring the right people because you'll recognize similar characteristics!

I have a dream

I have a dream...

I dream that salespeople will no longer feel anxious about hitting quota. I dream that salespeople will know exactly what is expected of them, and that they will feel confident that they can perform well.

I dream that salespeople and sales managers everywhere will have access to data which will allow them to accurately predict closings. That they will hold trainings and make changes based on the projected future instead of the unchangeable past.

I dream that salespeople and sales managers will seek out continuous improvement. That they will manage their activities as the most efficient manufacturers manage their factories. That they will be able to identify bottlenecks, areas of excessive waste, low input volume, so that they might create a lean selling organization with as little opportunity loss as possible.

I dream that salespeoples' lives will be simplified, that all unnecessary variability will be eliminated from their day, and that they might have a clear understanding of what to do and how to do it. When increased quotas are met not with panic, but with a spirit of confident determination.

I dream of a day when salespeople aren't only successful, but consciously so. When they know why they are prosperous, when they understand and dominate every step of the sales process. When they can visually see their improvement over time and draw strength from knowing that they are great.

I dream of a day when success is democratized. When leaders and salespeople alike work to expand and fill each salesperson's potential. When the tendency to oscillate between panic and pressure becomes an effort to work in a confident, consistent, and continuously improving method.

I dream of a day when the nebulous world of sales becomes a simple, comprehensible job and allows salespeople to focus their attention on what they do best - save the world.

Day 1

So here's the premise of this diet - people aren't poor, they're stupid. I'm going to prove, with little conviction at this particular moment, that you can eat for $0.60 per day and be totally fine. Yay me!

We'll see how it goes. Peace.

Competitor - SAM

SAM Sales Activity Management, Inc. Very good story.

http://www.salesactivitymanagement.com/consulting

BYU Musa Interview

http://www.byumusa.com/2012/01/30/northrop-grumman/