Category: Work.com

Without a doubt, there is relentless, almost unbearable, pressure wearing down on most sales organizations these days, as the ailing economy and shrinking margins make it harder and harder to retire quota and drive revenue. Sales reps – the front-line first responders who carry the future profits of the company... Read More»

Games are undoubtably one of the more addictive elements of modern life, and their use in the workplace is growing. Research suggests that the gamification market will exceed $5 billion in the next few years. The allure is easy to understand. Companies around the world are struggling to balance the... Read More»

Previously I wrote about a study exploring the impact of high employee turnover on the sales and profitability of a business. It found that in offices with low employee turnover, profits were four times as high as those in offices with high employee turnover. The rationale was that employees built... Read More»

In tough economic times, when many industries are facing layoffs and hiring freezes, it’s easy to forget the staggering costs of turnover. The American Management Association estimates turnover costs ranging between 25%-250% of annual salary per exiting employee, while the average monthly turnover rate in the US is three percent.... Read More»

Angie’s List built its success on helping millions of consumers find the best service providers in more than 700 categories. So when the company started its search for a CRM solution, they insisted on a partner with an equally sterling reputation. “The power of Angie’s List is our reputation as... Read More»

Are you truly happy and fulfilled in your career? Do you wake up with a sense of excitement when heading off to work? Are you making the money and the impact you want to make at work and with your customers, given your experience, skills and talents? If not, maybe... Read More»

More than two thirds of employees say they would work harder if they were better recognized. With the Salesforce release of Winter 14, sales organization can now leverage the powerful and robust employee recognition process from Work.com, all within Salesforce. Create a collaborative culture where feedback and recognition are constantly... Read More»

Unfortunately, CRM systems are too often conceived and implemented with little or no consideration given to how sales reps will use them, much less how they could be configured to deliver the kind of value that would encourage reps to use them. We have identified four reasons sales reps are... Read More»

Sales is the lifeblood of any company, and yet too many companies still can’t honestly say they have a good handle on what is going on with their sales teams most of the time. The problem is especially troubling when it comes to high dollar/high value complex deals with enterprise... Read More»

Most sales managers rely on two key tools to monitor sales rep productivity: pipeline and forecasting. However, highly effective sales managers understand that there is a difference between the two. Forecasting is focused on later stage deals – the ones that are far enough along that you can begin to... Read More»