When you think about your annual sales planning process, where does sales tech come into play? It’s most likely toward the tail end of the process, when you have your CRM admin update CRM with the new fiscal year territory and account assignments. Or it...
In our 2019 World-Class Sales Practices Study, almost 70% of participants said they leverage a third-party channel to drive revenue. This level of reliance on channel partners has remained relatively consistent over the past two years. Yet when we looked at organizations’ use of sales...
Having a sales technology roadmap is not as common as you might think, even considering most organizations are using an average of 10 sales technologies – with plans to add an additional four or more within the year (2018 Sales Operations Optimization Study). Most sales...
Today, we continue the focus on the topic of CRM from last week and take a look at how sales operations can ensure more successful CRM implementations.Most sales organizations have a CRM in place or have plans for one in the near future, but are...
What is your sales organization’s level of confidence in your CRM data? Less than one-quarter (24%) of all respondents in our 2019 World-Class Sales Practices Study indicated that their sales organization is “highly confident” in their CRM data. (Click to tweet) This has not changed...
As investment in sales technology continues to rise, organizations still struggle with adoption. In last week’s blog, we discussed how organizations can get the most out of their sales tech tools. Today we continue the focus on sales technology and look at how sales leaders...
Are you getting the most out of your investment in sales tools? On average, today’s sales organizations are using 10 different sales tools, with four or more additional tools planned in the next 12 months. (Click to tweet) (2018 Sales Operations Optimization Study) However, most...
In a recent blog, I discussed three quick checkpoints to assess the "state of your forecast process." The focus was on process considerations when looking to invest in technology. Today I'd like to discuss the technology side of things and how sales and sales operations...
On Tuesday, Seleste Lunsford shared some of the findings on sales technology in our 2018 Sales Operations Optimization Study. One of her recommendations is to not underestimate the role of sales enablement when it comes to reinforcement and adoption of technology.Adoption rates of sales processes...
There are a number of sales technology roadmaps that do a good job of trying to document the abundance of sales technology providers in the marketplace. It is no simple task, as the number of such tools and organizations grows by the day. And, as...