When salespeople refuse to update the CRM, leadership usually reaches for the same explanations. The sales team is resistant to change. The representatives need more training. Managers need to hold people accountable. More fields should be required. More activity should be tracked. Sometimes those explanations are accurate. Employees can ignore reasonable expectations, and managers must
Read More A sales process explains how sellers move an active deal toward a buying decision. That matters. But revenue begins before an opportunity enters the pipeline and continues after a contract is signed. A Revenue Operating System coordinates that complete journey. What a Sales Process Does A sales process defines the repeatable work associated with selling.
Read More Most established businesses have revenue tools. They have a CRM, email platform, spreadsheets, dashboards, prospecting databases, meeting software and a growing collection of automation tools. Their employees are busy. Marketing launches campaigns. Sales holds meetings. Leadership reviews reports. Yet many of those businesses still cannot answer a few basic questions with confidence: The problem is
Read More
