The 80/20 Rule for Account Management: Using Pareto and ABC Classification in Your CRM
Read more: The 80/20 Rule for Account Management: Using Pareto and ABC Classification in Your CRMMost sales teams treat every account the same. Every rep is told: “Work your territory. Don’t miss any opportunities.” The problem is, not all customers are created equal. Some accounts are worth ten times more than others — and deserve ten times the attention. This isn’t just intuition. It’s the Pareto principle in action: 20%…
The Fishbone Sales Planning Method: Breaking New Ground in Sales Management
Read more: The Fishbone Sales Planning Method: Breaking New Ground in Sales ManagementMost sales plans look the same. Leadership sets a big target — “Grow sales by $1 million.” Then, instead of a plan, they carve it up like a pie: “We’ve got three reps, so that’s $333,333 each. Go get ’em team!” Or worse, they ask each rep for a “forecast,” add up the numbers, then…
Why Sales Teams Don’t Use CRM (and How to Fix It)
Read more: Why Sales Teams Don’t Use CRM (and How to Fix It)A CRM should be the heartbeat of your sales team. It should tell you exactly what’s going on in your pipeline, what needs to be followed up, and where the deals are getting stuck. The reality? In a lot of companies the CRM is sitting there but nobody’s really using it. Reps keep their own…
Mastering the SuiteCRM Dashboard: A Guide for Sales Efficiency
Read more: Mastering the SuiteCRM Dashboard: A Guide for Sales EfficiencyThe dashboard is your central hub for managing daily tasks, tracking progress, and staying organized. Whether you’re a sales rep or manager, knowing how to customize it to fit your workflow can significantly enhance your productivity. Why the Dashboard Matters The SuiteCRM dashboard is designed to adapt to your specific needs. Unlike other platforms, SuiteCRM…
SuiteCRM Activity Management – Best Practices
Read more: SuiteCRM Activity Management – Best PracticesMany sales managers often implement Activity Management in SuiteCRM. Can SuiteCRM do it? Yes. However, in my experience, this is not a good idea for a number of reasons. I can also offer some alternatives to Activity Management that drive sales rather than activity. Does Activity Drive Sales? In my experience with over 20 years…
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