Automate the Wrong Sales Process And Die More Quickly
Source: Keep It Simple [link]
As the bad economic news continues to pile on, there’s never been a greater focus on sales performance and predictability at the executive level. In fact, according to IDC, sales productivity is now the number one priority of your CEO. To compete and win, you must be sure that the right activities are being done the right way. A CRM application alone may help you track activities and improve communications, but is it delivering insight into the trends and on-going business metrics you need to determine how to focus your sales resources and predictably hit your number – every time?
A few months ago we co-hosted a webinar with CSO Insights called, “Accerating Sales Effectiveness in a Sales 2.0 World.” It featured this quadrant:
Think about it. In this economy, automating the wrong process will only help you die more quickly. CRM has helped you automate and even accelerate processes, but are you now just doing the wrong things faster? Are you sure?
