12Sided, The Blog

In my experience, pipeline/forecast is one area of a CRM system that changes frequently. Fortunately, these changes require less coding changes through Windows Workflow Foundation (Dynamics CRM) and Workflow Automation (Salesforce). I have seen this both from the consulting side and as a user. Not going to comment on whether it is right or wrong, just that it happens, often, as a matter of fact in many organizations. Change in management, there will be a change to the sales process. New compensation model and the forecasts will change. It happens all the time and makes numbers from sales very short term and difficult to do long term trends. The best way to improve accuracy, find a sales process that works and then measure the core of that process. Less change, more value.

I have been digging into the Sales Enablement space lately. Initially my focus was on user adoption of CRM systems. Sales Enablement implemented properly will boost user adoption of sales force automation tools under the CRM fold. One concern I have is how sales enablement systems are being sold. “Clone your best reps” is the general gist. Too many companies try to increase sales by hiring more reps. Check any sales job posting. Terms like “Possess strong relationships” or “Rolodex” are common. Too often too little is done to full arm those reps with the passion for the product and company. The company is looking for a Rolodex and the sales rep supplies it. It may even lead to increased sales and revenue, but it is no guarantee. Many in sales cannot answer the simple question, “Why is the prospect going to buy?”

So is Sales strategic or a means to an end?

Nice post Too many choiceson Andy Sernovitz’s blog. This is in fact true. Check out Chapter 7 of Yes!: 50 Scientifically Proven Ways to Be Persuasive. Turns out that more choices will actually increase sales of an inferior or lower priced product. Seems simple, but it is true. Today it is Dell that allows you to build your own. Apple essentially tells you what you want. Back in the 80′s this was classic McDonald’s and Burger King advertising. McDonald’s with their “American Meat and Potatoes” campaigns and Burger King with the “Have it your way” slogans.

Check out Yes! It is a very interesting read. The chapters are vignettes that make it easy to pick up and put down and later reference.