We are proud to announce that SPI will be featured in the 2016 Training Industry Magazine. Earlier this year, SPI was recognized as one of TrainingIndustry’s Top 20 Sales Training Companies for the 10th consecutive year for our extensive performance expertise, deep industry knowledge, and global resources. Our article, “Learn-Ablement Makes Sales Training Work” explores the evolution […]
Sales Performance International (SPI) is pleased to announce the launch of its new Sales Process Playbooks (SPP). SPI-Sales Process Playbooks help accelerate sales methodology and process adoption through focused and visual sales execution that are aligned with critical sales competencies. Our technology guides sellers through each step of their sales processes and provides convenient access to quick, just-in-time […]
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 […]
Does a CRM optimize sales performance? Why not? Bridge the learning to application gap (getting a return on the training investment). How does technology enablement helps sellers and managers? Why…
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 […]
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.
When it comes to maximizing that CRM investment, we have learned over the years that CRMs are only as good as the process they automate… and processes are only as good as their ability to be automated. The two are intertwined. With process, managers can support, rather than babysit, their team. Solution Selling for CRM is a cloud-based application that aids this process.