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Monthly Archives:August 2015

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How to Predict (and Prepare for) Sales Team Turnover

Brian Gardner No Comments

The July-August 2017 issue of Harvard Business Review reported on a new study aimed at predicting which salespeople are most likely to quit.

Dust Off Those Binders: How CRM Can Translate Training Into Action

Brian Gardner No Comments

Have you ever noticed how easy it is to get excited about sales concepts, and how hard it is to turn them into a reality? We’ve all been there. We send our sales teams to a one- or two-day class and they come home with a head full of ideas and a three-ring binder.

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Start Slow: The Right Way to Set Up a Pilot of Your CRM Software

Brian Gardner No Comments

The implementation of a new CRM software program can feel like a full-time job. While it may be tempting to push through the implementation quickly to move on to other projects, I highly recommend you roll out your CRM project slowly and grow it from there. One great way to do this is with a pilot, but there is a wrong and a right way to conduct one.

Skeptical senior businessman standing in boardroom

How to Get Executive Buy-in for Your CRM Initiative

Brian Gardner No Comments

Last month, I conducted a webinar on ROI from CRM in partnership with Modern Distribution Management (available on-demand here). Among the questions I received: “What tips do you have for bringing the executive team on board after purchase?”

Perceptions of Pay and Prestige

Perceptions of Pay and Prestige: Obstacles to Sales Realignment

Brian Gardner No Comments

Recently, I worked with a client to analyze the alignment of their sales force. Using 4-D account profiling (learn about that profiling technique here), we discovered that many of the accounts visited by the client’s hunters – reps aggressively seeking new business – had small current volume and very little potential for growth.

What’s More Important: Back-End or Front-End Sales KPIs?

What’s More Important: Back-End or Front-End Sales KPIs?

Brian Gardner No Comments

Last week, I got this question from a webinar attendee while tying up my ROI from CRM webinar series with MDM: Are back-end or front-end KPIs more important? During my presentations, webinars and consulting jobs, I focus a lot on the front end of the sales cycle.

Why I Agree With Amazon's View of Process Improvement

Why I Agree With Amazon’s View of Process Improvement

Brian Gardner No Comments

I recently read the most recent shareholder letter from Amazon CEO Jeff Bezos, where Bezos listed four elements he says are vital to maintaining a business’s vibrancy and relevance. Among the listed elements was “a skeptical view of proxies,”

Listening to Distributors

3 Things I’ve Learned About CRM by Listening to Distributors

Brian Gardner No Comments

As a sales manager for a major industrial distribution company for 15 years before founding SalesProcess360, I gained firsthand experience in establishing successful sales processes driven by customer relationship management.

What Millennials Want: The Latest Tech – Including CRM

Brian Gardner No Comments

We’ve all heard plenty of statistics about how the millennial generation is impacting distributors from the buyer side; the trends of millennials being more likely to buy products online and of millennials having growing influence in B2B buying have attracted plenty of attention.

Happily Ever After: Tips for a Strong Union Between You and Your CRM Vendor

Happily Ever After: Tips for a Strong Union Between You and Your CRM Vendor

Brian Gardner No Comments

I often tell companies searching for a CRM vendor that finding the right CRM partner – and building a long-lasting, successful relationship with them – is a lot like a marriage. Here are some tips to make that “marriage” strong

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