Why You Hate Your Sales Force Automation (and what to do about it)

alt text image of a person erasing a neuron

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. Recently I dropped into a salesperson’s sales force automation to look at a … [Read more...]

Before You Take Another Bite

alt text image of a squirrel with it's cheeks full

Four years ago you introduced a new sales process at your sales kickoff meeting. You certified all of your salespeople in the new process. Everyone was excited, and the new process was all anyone—especially leadership—could talk about for months. About three months. The year … [Read more...]

Three Must Have Reports from Your Sales Force Automation

alt text image of a man drawing reports

This post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet. There are three reports a sales manager must be able to obtain from their sales … [Read more...]

Ten Things I Wish I’d Have Known Before I Managed Salespeople

Ten Things I Wish I'd Known Before I Managed Salespeople

Yesterday I wrote about ten things I wish I'd have known before I started selling professionally. Here are ten things that I wish I'd have known before I started managing a sales force. Balance activity and effectiveness. When I first managed salespeople, I was … [Read more...]