Author name: The Story

When an organization deploys Salesforce, and wants to ensure a high adoption rate, it’s not nearly enough to give the sales people access to the licenses, and then simply proclaim, “Well, you’ve been asking for this tool for a long time now, so here you go. Now go sell more stuff”. (Or something to that …

This is Absolutely Essential to Ensure Salesforce Adoption Read More »

The Probe step is probably the single most important step in the selling process and the one that’s done the poorest by many salespeople. If the point of selling is to provide a solution to your prospect’s problems or to help him make an informed buying decision, how can you accomplish that if you don’t …

The Most Important Step of the Sales Process… Bar None Read More »

This article examines the importance of Leading Indicators to your business. Next week, we look at how Salesforce can be configured to track them. Leading Indicators. One of the most critical metrics to running an effective sales team. For without them, you can’t accurately see why your sales numbers are what they are, or predict …

Take a Guess At Which Of The Key Benefits of Salesforce Many Sales Teams Avoid Read More »

One of our favorite questions we ask our clients is to describe what a good week looks like. We ask this because we are curious how Sales Managers measure success and whether or not their sales teams are doing the right types of activities day in and day out to add to and grow their …

So, Are You Having a Good Week? Read More »

As part of designing a Salesforce training program, we want to include User Acceptance Testing (UAT). This is where scenarios are created and the new learners demonstrate how they’d follow the steps to do a specific task. Based on our observations, we’d recommend what changes are needed to make adoption easier. But after we go away, …

You Need a Salesforce Training Change Management Plan Read More »

One of the biggest challenges facing sales managers is getting their sales people to become more proactive, and ensure that they continually move Opportunities forward. The right way to do this of course, is to set next steps at the conclusion of each sales call or meeting. And the best way to do that is to …

Drive More Proactive Sales Activity with Salesforce Read More »

Listen, Salesforce is big. It’s powerful. It’s sophisticated. And it can dramatically improve the effectiveness of your sales team. But there’s one thing it certainly isn’t. The word is Intuitive. Salesforce has its own unique architecture. When you open up Salesforce for the first time, you are presented with an organized-looking page, with a number …

Salesforce is a Lot of Things…but This Ain’t One of Them Read More »