Managing Commissions to Boost Sales Productivity


Ask salespeople and they’ll tell you: They don’t have enough time in the day to sell. That’s not because the laws of physics cause salespeople to move through time faster than the rest of us — it’s because salespeople are pulled in many directions over the course of a day, cutting into their selling time. Actual selling takes up just 36 percent of the average salesperson’s time, a recent Salesforce study indicated. Another recent study found only about one-third of the average salesperson’s time was spent with customers.

The original article can be found here: http://www.ecommercetimes.com/story/84583.html?rss=1

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3 Ways CRM Can Help Sales in the IoT Era


It’s becoming increasingly clear that the nature of the sales profession is changing.
Salespeople are no longer the ones who introduce products to their customers — in most cases, especially in business-to-business settings, customers have done a lot of research on their own and are close to a decision before they talk to a salesperson. This trend, which has been long in coming, has some people in sales panicked. One million B2B salespeople in the U.S. will lose their jobs to self-service e-commerce by 2020, Forrester has predicted.

The original article can be found here: http://www.ecommercetimes.com/story/82567.html?rss=1

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Quosal Lets Salespeople Add Video Spiels to Quotes


Quosal earlier this week announced a new feature that lets salespeople record a personal explanatory video to go with their quotes and proposals. Videos can be posted directly to Quosal’s proprietary Order Porter purchasing experience delivered to clients. “People love to watch the small screen, and as time-challenged as we are, if the video can take the load off of having to read all of a proposal — or, more likely, explain some gray areas — then great,” said Beagle Research Principal Denis Pombriant.

The original article can be found here: http://www.ecommercetimes.com/story/81849.html?rss=1

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