Hi, I’m Ken Cross with Sales Performance International. I’m the Director of Sales Enablement Solutions on our innovations team at SPI. How does SPI’s enablement technologies drive behavior change and consistency? Driving behavior change through day-to-day application of the process and methodology is critical for clients who want to achieve a sales transformation. It’s important […]
I’m Ken Cross, Director of Sales Enablement Technology, working with our innovation team to bring the most advanced sales enablement solutions to our clients. What are some of the biggest changes in sales? Some of the biggest changes that we’re seeing is usage of data and data analytics usage to not only make the organization […]
Welcome to the future of Sales Enablement! We are proud to announce the release of our new SPI-SmartApp builder, which extends the functionality of the already robust SPI-Sales Process Playbooks application. This new functionality is simply the best job aid/tool/template/form configurator on the market. This new functionality allow us to build and configure an unlimited […]
“Data – I have data on my sales team. I have data coming out of my ears…” – I am recalling a conversation I had with a VP of Sales. “What types of data do you have?” I asked. She replied, “I have pipeline information and activity data across my entire sales team. I can […]
This video will provide some examples of how managers are leveraging SPI’s Sales Process Playbooks to inspect the pipeline and specific opportunities. Let’s get started. When you first log into Sales Process Playbooks, one of the various data visuals you may want to leverage is the deal trends. This will allow you to very quickly […]
CRM systems have come a long way since the early, nightmarish days when project failure rates were between 50 and 80 percent. According to a recent study by Capterra, now over 70 percent of users of CRM systems are satisfied with their software. However, organizations still face some significant challenges to get implementation right. Some […]
More than a few of our clients have asked us to help them fix failed Customer Relationship Management (CRM) initiatives. When we investigate what went wrong, we often find that the CRM project team was incomplete. CRM systems touch many stakeholders in an organization, both within and outside of the sales function. Unfortunately, many organizations […]
Companies that offer sales skill or methodology training programs will sometimes provide automated tools to help improve post-training adoption of selling best practices. These organizations keep sales training and the use of supporting enablement tools as completely separate educational experiences. In the past, incorporating automated tools as a wholly integrated part of a sales training […]
Launching any new sales improvement initiative is no small undertaking. Tinkering with the revenue engine of your company always entails some degree of risk. Introducing anything new to your sales team requires forethought and planning to ensure that all goes smoothly. We have observed that many of our clients misunderstand and underestimate how changes in […]
In most classroom environments, there is little intention to show students how they would apply their learning in real world situations – nor do the training materials (text books) show how it is applied to day to day life. Not surprisingly, your sellers often feel the same way, after exiting training. If sellers find it difficult to apply learning to real-world scenarios, the value of the learning retention is diminished. We call this the gap between learning (training) and execution (real-life application).
Instead, sellers need the following to bridge this gap between learning and execution – automated, seller journeys and contextual learning.
If the CRM is viewed as a tool that only satisfies managers and the data they require, sellers will resist using the tool or use the tool infrequently, provided poor information and little insight. Unsurprisingly, many CRMs require repetitive work, onerous activities, and workarounds that act as productivity blockers.
Transforming the CRM into an enablement platform requires a transformation of how the CRM is viewed by the company and its users. There are initially 2 nuts to crack here: Get those that can drive the adoption of the CRM bought in and supportive of the approach, and ensure it is setup to actually help support sellers to sell.