Are you tired of seeing the same opportunities in your salespeople's forecasts, month after month, with no change in status? Here's how to fix the problem...for good!

How do we find a happy middle ground where detailed historical data is collected (which enables smooth transitions when salespeople leave your company), but we don't waste a lot of (expensive) salesperson time on data entry?

Part 1 of this article examines three common flaws that negatively impact CRM system adoption.

In this article we will examine the second key reason why sales opportunities stall: poor CRM system utilization/compliance.

This two-part article will shed light on key reasons behind the poor condition of your company's sales opportunity pipeline and what you can do to fix it

This article answers the following questions: What do you do if you don't like the results a salesperson is producing? What do you do when a salesperson shows some flashes of ability, but his or her performance is not consistent? How do you determine what the problem(s) might be? How do you determine whether a brand new salesperson is performing enough of the right activities to meet his or her 30, 60, and 90 day performance goals?

Are you concerned that you are not monitoring the performance of your company's salespeople properly or effectively? Would you like to have a "report card" that can help you gauge the effectiveness of each salesperson's performance?

A certain amount of optimism is required to survive the rigors of the sales profession. Where we run into trouble is when we look at our sales opportunities through "rose colored glasses." This can cause us to waste enormous amounts of time and effort on opportunities that, when viewed realistically, have little chance of ever closing.

No sale can be counted upon unless the prospect is actively engaged in the sales cycle. What does it mean to be "actively engaged"? This is defined by the prospect's willingness to commit to a valid next step.