SellingPower.com offers up an interesting article in their CRM newsletter – Is CRM Really Improving Sales Productivity? The short answer is no for a handful of reasons. One item resonated with me: Mike Bosworth, author of the bestseller CustomerCentric Selling (Wiley, 2005) argues that the sales process must be adapted to customer buying processes prior to being automated. But that€™s not what€™s happening. Instead, when sales managers see sales productivity dropping, they€™re likely to turn to CRM in an attempt to make their existing, traditional process more efficient. That€™s like stepping on the accelerator when you€™re heading for a cliff. He’s right – there is no reason to automate a… Read More
Continue ReadingA Year Of Sense
Today marks The Hire Sense’s first anniversary so without much pomp and circumstance, let’s get a proper perspective: Most modern calendars mar the sweet simplicity of our lives by reminding us that each day that passes is the anniversary of some perfectly uninteresting event. -Oscar Wilde We may have to use that quote every year on this date! Thanks to all of our readers and to the acquaintances we have made through this expanding channel.
Continue Reading