Call centre staff often tune out when they’re introduced to a new piece of customer relationship management (CRM) kit, with reluctant staff tending to add the minimum data they can get away with, or simply ignoring it and continuing to use their existing personal systems. However, as John Paterson reveals, if bosses follow eight simple dos and don’ts, it’s actually quite easy to get agents on board at implementation time.

Pre-Sales is an overloaded term that commonly refers to a set of parallel activities that occur during the sales cycle, generally more technical in nature.  This may include product demonstrations, technical presentations, solution discovery, proof of concepts, RFQs, and more.

So what makes for a good sales support person? 

Sales funnels are funny things. Sales leads flow through from the top and either convert to sales or fall out, as part of the sales process. Most sales professionals seem to accept the process and are resigned to the fact that only a given proportion of leads convert to sales. That means the marketing activities need to be expanded to increase sales.

Is your sales team ready for Warrior School?

Pioneering entrepreneur Anthony Willoughby has recently returned to the UK after launching a ground-breaking new Warrior Business School in the Kenyan bush which enables brave British companies to inspire their employees while at the same time improving leadership skills and overall performance.