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12/17/2013 at 06:47:31 PM
A CSO Insight report, “Sales Performance Optimization - 2015 Key Trends Analysis,” revealed some alarming data around sales ineffectiveness. It showed a global sales failure rate of a staggering 41.9%. That number is terrible and if you’re a sales manager, it’s unacceptable.
When it comes to your career, nobody is going to look out for you like yourself. It is your responsibility to make sure you stand out and prove to supervisors that you are a vital asset to the team and they will be more successful with you than without you. Even in sales, you can be at your quota or even above it, but there is always someone right behind you hoping they can get a foot in the door.
According to Forbes, U.S. corporations have spent over $70 billion training their employees in 2015, however training seems to fail in having a long-term effect on trainees. The problem with training is that too many sales leaders are managing their teams without presenting them with real data, reinforcement, or measurement. How we hire, onboard, train, and manage sales teams can no longer be based off on hunches— Moneyball style management is now the only option.
While many companies have experienced significant increase in sales productivity and revenue with their CRM system, many companies are failing to realize this potential. This is largely because many believe that simply adopting CRM will propel their sales teams to success. However, without the assistance of a CRM-integrated solution, many reps waste valuable time navigating their CRM software.
Last week, I had the chance to attend one of the biggest banking events of the year—BAI’s annual Retail Delivery Conference in Chicago. While there, I was able to listen to the latest happenings in the retail banking world and hear others’ experiences and ideas on key issues such as data analytics, branch transformation, omnichannel banking, mobile, and more.
By Eric Esfahanian, Senior Vice President and General Manager, Gryphon Networks
If your reps’ phone conversations are the #1 catalyst to sales opportunities, and you lack insight into this activity, read on.
As a sales leader, you know that everything is measured in business today. While it is important to that your sales team is reaching maximum productivity, it is equally essential to create, protect, and promote your own personal brand so that you may become indispensable among the many other professionals in sales. The primary way of doing this is to ensure that you and your team are utilizing all tools and resources possible.
Ever wonder what your sales reps across the country are doing at a certain point of the day? Add in the time difference and you’ll start going crazy. Managing a sales team is no simple task, but managing a decentralized team is a completely different story.
Traditionally, sales leaders have gained their field intelligence from monthly reviews, ad hoc check-ins, and possibly inaccurate CRM data, but a rise in mobile communication is causing workforces to become increasingly dispersed. The number of telecommuters has increased 800% in the last 5 years, but recent advances in internet and telephony technology allow managers to view their team’s phone-based interactions in real time, enabling them to locate any problem areas their team may have and have access to the tools that will make their team most efficient.
With the proliferation of mobile communication and workforces becoming increasingly dispersed, the traditional four walled, premise-based sales team is becoming extremely decentralized. As this fundamental shift continues to occur, the ability of a manager to effectively manage their team is growing increasingly more difficult and a system that accurately captures call activity, analyzes voice interactions, and reduces manual CRM data entry is essential.
Wouldn’t it be great if manual CRM entry wasn’t needed anymore? It would free up time for sales reps to focus on even more calling activities, as they won’t need to spend so much time manually inputting customer data and call outcomes.
For sales agents, it’s all about closing—closing the deal, booking an appointment, making the number of calls required, and more. But it’s a delicate balance, ensuring sales reps are closing deals (i.e. doing their jobs) while delivering a great customer experience.
Whether it’s your first job out of school, or if you’re a more mid-level hire jumping ship into a new field like me, starting out in sales can be a daunting task. As a new sales rep, the phrase ‘cold calling’ in a job description has the potential to leave you with cold sweats and shivers up your spine.
Long gone are the days where your sales reps spent hours in a cubicle, chasing leads and cold calling customers.
We’re pleased to announce that Gryphon Sales Intelligence has been awarded the “Best Advance in Mobile Sales Enablement and Performance Tools” by Brandon Hall Analyst Group in their Excellence in Technology Awards.
Any company that relies on a sales team to promote its products and services knows the importance of following consumer behavior. The growing and widespread usage of Smartphones has had a dramatic impact on consumer behavior, with the expectation that mobile phones will continue to grow in popularity in the future.
According to a recent Gallup poll performed, 62% of Americans have a cell phone with internet access, a factor that has changed the way that many consumers shop. People with mobile phones can stay in contact, conduct searches, make purchases, and even determine which company has the best rating. This transition in buying behavior has led to changes in how consumers shop and do business, and has subsequently impacted the ways in which companies should be handling sales performance management within an organization.
In The State of Salesforce, a recent survey conducted in collaboration with Bluewolf and MIT’s Sloan School of Management, more than 1,000 current Salesforce.com users were interviewed about their overall customer experience and application adoption in the Salesforce AppExchange.
Setting a sales target is just half the battle. While nearly all companies strive to be sales leaders, only some have reached this merit. Successful selling is a multifaceted process that will only be achieved if all the pieces to the puzzle are in place—smart goals built on accurate data, real-time activity tracking of more than your basic sales data to get at the heart of what makes some reps shine and causes others to struggle.
Who wouldn’t want to prevent their regular sales forecasting process from turning into a nightmare of making best guesses from incomplete CRM data?
In an article for Business2Community, Eric Esfahanian lists the three most important metrics call recording with speech analytics can track automatically. Today, sales is a game of inches so success comes down to the details – finding hidden advantages in big data by targeting specific metrics and leveraging them to train sales teams better, close more deals, and grow revenue.
Vice President of Sales and Marketing Eric Esfahanian to Share Best Practices for Maximizing the Performance of Dispersed Sales Teams
Increased pressure from market trends – not least of which is the increasing importance of cloud technology – is precipitating rapid change to contact centers, an integral part of any business’ customer service and outbound telemarketing efforts.
Recent data shows the growth rate of year-over-year spending in digital marketing for the financial services industry is slowing down. This means the finance industry’s digital marketing efforts are maturing. The next step will be to fine-tune those efforts with better reporting and a greater focus on marketing according to consumer preferences.
Gryphon's technology is protected by the following US patents:6130937, 6788773, 6330317, 7158630, 7194075, 7574471, 8005200, 8050394, 8249232, 8385524, 8499027, 8526428, 8572113, 8635428, 8732190, 20070136789