How can organizations consistently measure their sales program, without causing salespeople to revolt?

Pipeline management is a crucial capability for making sales teams more effective, but too often, organizations forget that pipelines don’t stand alone.

To avoid SFA project failure, the solution is simple: plan. Know what you want to achieve, and how you’re going to achieve it.

Growing up, one needs to reach a certain level of maturity in order to watch more “mature” movies. Turns out CRM programs are similar.

How many salespeople does it take to close the maximum number of deals at any given customer? Many of our clients—especially in the high-technology, pharmaceutical and medical device industries—have multiple sales teams calling on the same customers, oftentimes supported by multiple CRM systems. It’s not unusual, for example, for a large software provider or hardware [...]

Data visualization tools: What they are, and the three essential steps required to make them perform.