TO WHAT EXTENT CRM IMPACTS ON THE SALES ORGANISATION IN B2B MARKETS. A CONVERGENT INTERVIEWING TECHNIQUE

True coaching is discussing blind spots, strategy, and actions to support both accounts and opportunities. A good coach can help a salesperson challenge what he or she doesnБЂ™t know or is assuming and then build actions to fill the gaps. A key value that coaches bring to sales reps is to anticipate competitive responses and prepare counterstrategies. Better information leads to a better strategy. Pipeline versus Forecast Unfortunately, a large number of deals that are on the forecast have already spun out of control owing to one event or another. Consequently, every pipeline also should include БЂњsuspectsБЂ«so that sales managers can start asking pointed questions and coaching salespeople how to get in control of these deals early in the cycle. This is the difference between a forecast and a pipeline. And this is also where a good CRM system allows sales managers to track lead quality and responsiveness. Forecast or БЂњPastcastБЂ«БЂ”Driving in the Rearview Mirror Many sales managers donБЂ™t review or coach forecast and pipeline opportunities early enough to make a difference because of the current quarterly focus ...»