Efficiency is no longer just doing the same things we used to do, only faster. The impact of technology on a business’s ability to boost sales is deeper than that. Technology is no longer optional in sales. Veteran salespeople can adopt, adapt and thrive, or they can resist and be shown the door.
In sales, managing used to be an 80/20 formula. Managers paid little or no attention to the 20% of a team getting 80% of the results. Instead, they focused on who wasn’t in that winners’ circle: managing problems rather than people. Today the focus has shifted to managing 100% of the team to achieve 100% of their results. But how do you get there?
Employees have been left frustrated by inefficient processes, with our new Adobe survey ‘Document Drain’ indicating that electronic signatures, mobile apps and other technologies are key to providing a better way.
As Dan Pink argued in his 2009 best seller, Drive: “carrots and sticks are so last century.” We can do better. Align compensation with all your business goals, not just your sales goals. Sales expert Colleen Francis explains why.
Show your customers that they have gained privileged new connections within your organization and with other customers, just by doing business with you. Show them that they’re more than just a transaction. Your skills make this possible when every member of the sales team can perform both as part of a team and as a community leader, and do so within a digital culture.
Selling is about creating partnerships with your clients. The truth is, buyers have been moving past partnerships for quite some time now. Your customer wants to be treated as an insider. Read more from sales expert Colleen Francis.
Meetings succeed when specific expectations are set, objectives are clear, and everyone arrives on time and ready to participate. An interview with Kate Kendall dives into tips for more productive meetings, whether you’re face-to-face or screen-to-screen.
Having studied the habits and decisions of today’s leaders in sales and marketing, Colleen Francis has zeroed-in on five fundamental traits that are already redefining what it means to sell and what it takes to grow in the marketplace today and in years to come.
Dreamforce 2016 is a wrap and what a week it has been. As a sales leader, Colleen Francis shares her takeaways for sales professionals from Dreamforce 2016.
It’s estimated that by 2020, Generation Z will comprise more than 20 percent of the workforce. These “digital natives” expect more choice and even greater flexibility, putting pressure on companies to provide dynamic workspace solutions that will attract and retain top talent as well as supplement existing corporate headquarters with collaborative, community-driven workspaces.