At a recent sales seminar I was asked by a sales manager, "which sales people statistically should I spend the most time coaching and managing?"
I responded by asking, "where are you currently spending the majority of your time?" His response, "with his the problem performers."
Unfortunately this is frequently the case. Sales managers spend their precious coaching and management time with the poor performers in hopes they will somehow become "winning horses".
Let's take a step back, statistically 20% to 30% of a given sales team members generate 50% to 80% of the sales. They generally fall into three categories:
1. High Performers ~ The Horses
2. The Hope Fulls ~ potentially moving up
3. Problem Performers ~ resource drain
The following advice may seem stark and in some sense cruel. But bottom line a sales manager's job is to help the team sell more.
Statistically this is accomplished by allocating sales management time accordingly:
1. 50% of the time with the winners ensuring their happy, well compensated, and focused.
2. 35% with the emerging high hope fulls coaching, teaching, reassuring, and directing.
3. 15% weeding out the problem performers and removing them from the team.
Spending too much time trying to salvage average performers will get average results and get a sales manager fired!
Feeding the "horses" and training the emerging performers will in the end contribute more to a sales team's success.
Copyright © 2014 Dave Neal
According to a Gartner report, Microsoft is the Industry Leading CRM provider. Ragsdale notes that "Microsoft is heavily investing in [its] CRM platform, adding sophistication across sales, marketing, and service, and as a result is seeing increased adoption by large enterprises." Wettemann singles out as strengths the "Parature service capabilities and knowledge base" as well as "integration with Office 365 and PowerBI," and Ament lauded the company's improved suite of integrated customer engagement products. Its software enables companies to reach customers "via multiple touch points and to do so with enterprise-wide intelligence, supported by Microsoft's Business Analytics platform (PowerBI and Azure Data Services)”. THE MARKETAccording to a Gartner report, the CRM software market grew from $20.4 billion in 2013 to $23.2 billion in 2014 (representing 13.3 percent growth). An ongoing trend among enterprises is the movement from pure on-premises solutions to cloud-based solutions. Increasingly, large companies are seeking easy deployments and quick ways to improve upon legacy systems with complementary functionality. In the report, Joanne Correia, research vice president at Gartner, noted that the demand for software-as-a-service continues, "with SaaS accounting for almost 47 percent of total CRM software revenue in 2014."
My wife (Karen) and I just returned from a cross country vacation road trip from Phoenix to Wisconsin. There were small towns bustling with enthusiasm, large communities that were building; it was a veritable riot of American optimism and purpose. What a magnificent country we live in: freedom, space, diversity and opportunity. Indeed, the whole ball of wax!
As we cruised through the Missouri Ozarks, a road sign caught my eye. It read “A steering wheel is not a hands free device.” Much to Karen’s chagrin, I immediately said that this would be a great blog when we got home.
Essentially, the road sign is a fitting metaphor for many businesses. Owners and managers of small to medium size businesses frequently take a “hands-off” approach to their sales effort. They put sales on “cruise control,” effectively hoping the company will magically arrive at its intended destination.
Often, we see owners and managers trying to contribute part-time to sales with temporary tactics but no real strategy. In fact, many of these organizations don’t even have a full-time sales manager.
The metaphorical car (i.e. the business) careens without direction indiscriminately, thus achieving random and inconsistent results that are more a matter of chance and market variation.
Once an organization meets the following minimum threshold, a full-time sales manager who can manage a specific strategic sales plan is a must.
NABC can help you with a free assessment of your sales organization so that you can begin the process of moving sales to a more predictable and consistent level of performance. Email email@example.com or call 480-229-7800 to discuss details.
Microsoft’s Office 365 is the most widely used cloud application among businesses, beating out the long-popular Salesforce.com, according to a company that helps companies manage their cloud apps.A report out today from Okta analyzed the use of 4,000 different cloud applications at 2,500 companies in 185 countries. Okta, which provides a cloud service to help companies manage and secure their sign-in credentials across multiple cloud applications, has been tracking the data since 2012.
Okta pegs Office’s success in the cloud to moves undertaken by Microsoft CEO Satya Nadella to encourage the company’s customers to embrace its cloud software offerings, not just in the productivity suite, but also with its Outlook email services.
What are the most popular apps at work?Okta is deeply integrated with over 4,000 cloud-based applications and our data clearly shows that Microsoft Office 365 has rapidly become the most deployed application worldwide. To measure app popularity, we tracked and organized the most commonly deployed and used applications by business within Okta. Since we started tracking app usage in early 2012, Salesforce has securely held the top spot as the most deployed application. However, in January 2015, Microsoft Office 365 dethroned Salesforce after a gradual climb to the top, evidence that Office 365 is successfully bringing large enterprises to the cloud.
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