Organizational Development

If you keep hearing that you need to upgrade your Customer Relationship Management (CRM) system to hit your sales goals, this article should help you avoid the staggering CRM failure rates abundantly published through the years.  

Can a CRM Really Fix My Sales Team? The answer is simple… No. 

CRM effectiveness remains a problem across all business sectors. As cited by Gartner in July-2022, “Too frequently, sales leaders purchase sales technology on faith, believing that just by installing the technology they will drive better outcomes. In reality, Gartner research shows that just 24% of companies believe that their sales technology implementation is optimized.”  

So how does a sales organization know they are ready to deploy a CRM to ensure they can expect strong ROI from the investment?   

There are several affordable and viable subscription-based CRM systems available today. The actual monthly cost and implementation fees are a small portion of the true investment. The bigger impact is the disruption to selling time and the notable distraction to the sales leader. Plus, the ongoing operating cost (time and money) to keep the system running smoothly should also be considered. The bottom line is this…  

It’s revenue-critical to focus on new CRM implementations, or large-scale retrofits, in the right “order of things” to realize anticipated ROI.

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Find out how your business can take advantage of the Great Resignation with actionable ideas from OSX Sales Solutions.

You may have heard of the Great Resignation. Whether or not you believe it, it is real, it’s happening now, and it’s having a significant impact on many businesses. Small and mid-sized companies have the risk of taking it especially hard because of the difference losing even one key player can make. However, the good news is that the Great Resignation doesn’t have to affect your organization negatively. In fact, if you dig a little deeper, you’ll find that there’s actually great opportunity in the current state of the workforce. Let’s dive in to learn how your business can benefit from the Great Resignation. 

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If your sales team hasn’t been performing as it should, you may want to consider new action. Read on to learn if fractional sales leadership can help.

Fractional leadership is the practice of using an external, well-versed expert (also known as a C-level executive) to fill leadership gaps in your business on an interim, part-time basis.

The way it usually starts when you’re a business owner is that you recognize there’s just not enough of you to go around. With each lost sales opportunity, or lack of volume through the sales pipeline, the gap is growing between where you’re at and your revenue targets. You seem to be the only one who can make the process work.

As the top executive, you are already wearing too many hats, and you realize you can’t keep overseeing sales while handling all the other aspects of your business. Maybe you don’t have an effective sales manager leading your team, or perhaps you don’t have a sales leader in place at all. If your sales team hasn’t been performing the way you know it should, it might be time to consider taking new action.

So, what should you do? Let’s explore the options:

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If you’ve been wondering if you have the right sales people in place, there are four key areas you should look at. Read on to learn more!

Your industry is booming, but is your revenue growing enough to hit your goals? You’ve been questioning for quite some time whether you have the right salespeople in place to really take your business to the next level.

Sure, they know the industry and generally hit their numbers, but you keep asking yourself, “Could they do better? Or, would someone else be a better fit? Furthermore, am I providing them with the tools they need to succeed?”

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If you are struggling to find the right salespeople, the problem may not be with the people you hire. Find out how to set up your sales team for success!

It’s midnight. Your recycling bin is overflowing with rejected resumes. Your eyes can barely focus on the letters in front of you — and you have this uneasy feeling that you are about to invest in another candidate who just isn’t going to work out.

This has been a vicious cycle over the past several years , and you find yourself asking yet again, ”Why can’t I find the right salespeople?”

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