Sales Process Management

Arm your Sales Team – It’s a War Out There

By CommenceCRM / October 5, 2012

Sales are the driving force of any business. With competition getting tougher and tougher it is imperative that you develop, train and coach your sales team to be the best they can be.  Experienced sales managers can train sales representatives to be better qualifiers and closers, but salespeople need more than basic sales training to be successful.  They need the…

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Small to Midsize Companies Need Better Sales Processes

By CommenceCRM / September 20, 2012

Small to midsize companies now have access to the same tools and best practices as the big guys to automate the lead qualification and sales management process.

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Closing the Sale – A Realistic Perspective

By CommenceCRM / September 4, 2012

This is a Customer Management article from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. There is not a salesperson in existence who hasn’t repeatedly heard of the need to “close the sale.”  Every new sales manager must view the process of encouraging his/her sales force to “close the sale” as an initiation…

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Sales Insight Means Better Outcomes

By CommenceCRM / July 9, 2012

With the plethora of affordable sales tools and CRM software available today there is simply no reason why sales managers continue to have difficulty accurately forecasting monthly and quarterly revenues.  For years sales management relied primarily on the skills of the sales representative to forecast monthly revenue.  This process was flawed right out of the gate because management had to…

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Stop Selling By the Seat of Your Pants

By CommenceCRM / February 21, 2012

Ever wonder why some sales people are extremely effective while others fail?  There are a bunch of reasons, but those that are not effective need to assume responsibility for their failure.  Selling is part game and part science and you need to understand that prospects are masters at attaining information from you, misleading you about their requirements and how the…

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Sales Management Benefit the Most from CRM Software

By CommenceCRM / January 27, 2012

Experienced well trained sales managers understand the importance and value of CRM software and how chaotic their world would be without it.  Anyone who has managed a mid-size to large sales organization knows it is no easy task.  Sales people often come from all walks of life, from college grads to mature people who may have completely changed their careers. …

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Sales Best Practice #23 – Routinely makes powerful persuasive presentations

By CommenceCRM / January 11, 2012

While memorizing presentations may be a vestige of years gone by, that in no way reduces the need to make a well designed, practiced sales presentation.

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Sales Practices: Question and Answer #6

By CommenceCRM / December 29, 2011

This is a Sales Question and Answer article about sales best practices from guest poster Dave Kahle, author and leading sales educator. Follow Dave’s latest Tweets at @davekahle. By Dave Kahle Q. What do I do when my goals don’t match the company’s goals for me? A.  I can look at this is in two ways – expressing two different situations.  In…

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