Why You Hate Your Sales Force Automation (and what to do about it)

first_imgThis post was written as part of the IBM for Midsize Business program, which provides midsize businesses with the tools, expertise and solutions they need to become engines of a smarter planet.Recently I dropped into a salesperson’s sales force automation to look at a couple of opportunities. What I found was disappointing.The first deal had five stakeholders attached to it. I was inspired. But other than names and contact information, there was nothing useful there. There was a record of the dates and times of meetings and phone conversation, but not a word regarding the content of those calls. The salesperson lost the opportunity the last time they competed for it, and what I found in the sales force automation was less than helpful in understanding what happened or why.The second opportunity was worse. There was only one stakeholder on the deal, and that one was from outside of the company. There wasn’t single note, but there was an attachment. That attachment was the pricing they emailed the prospective client. Uninspiring.You hate your sales force automation because you believe it only serves management and their forecasts, and you’re mostly right. You hate it because you think it is unnecessary data entry work, and you couldn’t be more wrong.How To Use Your Sales Force AutomationIn that first deal, I wanted to know what each of the stakeholders wanted or needed, what were their individual preferences, who was engaged, who had influence, who had authority, at what stage of the buying cycle they were in, what were their challenges, what would motivate them to buy, what would keep them from supporting us, the questions they asked in meetings, and any email correspondence (which could have easily been forwarded to the software).I would want to know who won the deal last time, why they won, and any communication that occurred with the company between the date the salesperson lost the deal and the day I popped in to look at it.Your sales force automation is a record of your relationships. As you sell, you gather tons of information, information that may later prove useful, information that may later help you appear as if you have command of the details, information that gives you context for future discussions.Don’t be lazy. Don’t be short-sighted. Use your sales force automation to help you sell better. You’ll soon discover that management buys it for the forecasts, you use it to help you manage your relationships and win deals.QuestionsDo you use your system like it belongs to you or your management?Who made the decision to use it that way? Is it serving you?What records would keep? Where should you keep them?No matter how good you believe your memory is, it’s not better than a computer.last_img read more

NCAA volleyball: Perpetual claims solo 3rd, keeps EAC winless

first_imgKammuri turning to super typhoon less likely but possible — Pagasa LATEST STORIES Don’t miss out on the latest news and information. And orchestrating Perpetual’s offense was Necelle Gual who had 41 excellent sets.Aira Binondo led EAC with 13 points. MOST READ Typhoon Kammuri accelerates, gains strength en route to PH Cindy Imbo goes up for a kill. Photo by Tristan Tamayo/INQUIRER.netUniversity of Perpetual Help climbed to the third spot after fending off woeful Emilio Aguinaldo College in five sets, 22-25, 25-19, 25-14, 23-25, 15-13, in the NCAA Season 93 women’s volleyball tournament  Thursday at Filoil Flying V Centre.The Lady Altas improved to 3-1, just half a game behind second seed San Beda that has a 3-0 card, while the Lady Generals stayed at the bottom of the ladder with a 0-4 slate.ADVERTISEMENT Players get chance to show skills to scouts in PBA D-League Showdown Asian shares slide on weak Japan data; US markets closed John Lloyd Cruz a dashing guest at Vhong Navarro’s weddingcenter_img BI on alert for illegally deployed OFWs to Iraq Trending Articles PLAY LIST 00:50Trending Articles00:50Trending Articles00:50Trending Articles01:29Police teams find crossbows, bows in HK university01:35Panelo suggests discounted SEA Games tickets for students02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City View comments Read Next Do not bring these items in SEA Games venues Brace for potentially devastating typhoon approaching PH – NDRRMC 8th Top Leaders Forum assessed the progress of public-private efforts in building climate and disaster resilient communities This was Perpetual’s second straight five-setter win after the Altas trumped Season 92 runner-up San Sebastian, and  Lady Altas head coach Macky Cariño believes it is testament to the team’s character.“Those two straight five-set wins became a test of our character because if you really don’t have that strength within you will fail,” said Cariño.FEATURED STORIESSPORTSWATCH: Drones light up sky in final leg of SEA Games torch runSPORTSLillard, Anthony lead Blazers over ThunderSPORTSMalditas save PH from shutoutPerpetual saw five of its players display the fortitude Cariño looked for with Cindy Imbo leading the bunch with 17 points.Captain Maria Tripoli and Maria Clemente each had 15 points for the Lady Altas while Allysa Sangalang and Hershey Llorente added 11 and 10 points, respectively.last_img read more

Kerr comeback possible but Brown coaching Warriors for now

first_imgGolden State Warriors head coach Steve Kerr APGolden State Warriors coach Steve Kerr, sidelined by complications from 2015 back surgery, reportedly is feeling better and could return for Sunday’s second game of the NBA Finals.But Mike Brown, the assistant coach who has guided the Warriors to an 11-0 playoff mark in Kerr’s absence, still plans on guiding Golden State as he did in Thursday’s 113-91 game one victory over the defending champion Cleveland Cavaliers.ADVERTISEMENT Cayetano dares Lacson, Drilon to take lie-detector test: Wala akong kinita sa SEA Games “Coach Kerr has been great,” Thompson said. “He’s a fighter, so it’s great to see him out here. He tries to help as much as he can and he has been. He’s just a calming presence. He’s great at deciphering the game and what we need to do right and what we need to do better.“We miss him out there. Hopefully he can come back. If not, we’ll play for him and still perform.”Kerr was the 2015-16 NBA Coach of the Year for guiding the Warriors to the winningest season in NBA history at 73-9, but the achievement was bittersweet given Golden State fell victim to the greatest comeback in NBA Finals history, squandering a 3-1 edge to see Cleveland win in seven games Sports Related Videospowered by AdSparcRead Next Every 18 seconds someone is diagnosed with HIV LATEST STORIES Lacson: SEA Games fund put in foundation like ‘Napoles case’ Palace: Duterte to hear out security execs on alleged China control of NGCP MOST READ Pagasa: Storm intensifies as it nears PAR Brown has filled in perfectly and the Warriors have set an NBA record start to the playoffs at 13-0, also matching the longest win streak in NBA post-season history.“I imagine I’m going to coach until Steve tells me he’s ready. That’s kind of how I look at it,” Brown said.“He does seem like he’s getting better, but I’m going to keep coaching until he says he can or can’t.”Warriors guard Klay Thompson said he had heard nothing about Kerr’s possible return, but added, “I hope he comes back.”Kerr has spoken to the team in the locker room at times before games and at half-time while absent from the bench decisions during games. He continues to work with Brown and others on game plans as well.ADVERTISEMENT BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast BSP survey: PH banks see bright horizon amid dark global recession clouds Jimmy Alapag, LJ Moreno expecting 3rd child ESPN reported that if Kerr feels well enough in the next two days there was “optimism” he could return as coach for game two in the best-of-seven series Sunday in Oakland.But for now, acting head coach Brown is planning on guiding the team for what could be their final home game of the campaign.FEATURED STORIESSPORTSSEA Games: Biñan football stadium stands out in preparedness, completionSPORTSPrivate companies step in to help SEA Games hostingSPORTSMalditas save PH from shutout“He has the option to coach,” Brown said Friday. “I haven’t heard anything from him. I’m planning on coaching unless he or (Warriors general manager) Bob Myers tells me anything different.”Since coaching the Warriors to their first two playoff triumphs this year, Kerr has been sidelined with nausea and migraine headaches due to complications from back surgery two years ago. Don’t miss out on the latest news and information. BREAKING: Cop killed, 11 hurt in Misamis Oriental grenade blast Robredo: True leaders perform well despite having ‘uninspiring’ boss PLAY LIST 02:49Robredo: True leaders perform well despite having ‘uninspiring’ boss02:42PH underwater hockey team aims to make waves in SEA Games01:44Philippines marks anniversary of massacre with calls for justice01:19Fire erupts in Barangay Tatalon in Quezon City01:07Trump talks impeachment while meeting NCAA athletes02:49World-class track facilities installed at NCC for SEA Games View commentslast_img read more

Tainted athletes await decision on Asiad

first_imgThe three dope-tainted wrestlers will be waiting with bated breaths to know their fate which is likely to be announced on Thursday and will decide their participation in next month’s Asian Games. Eleven sportspersons, including six wrestlers, were tested positive for methylhexaneamine, a banned stimulant, during the dope tests conducted ahead of the Commonwealth Games.Provisional suspensions on all of them were lifted after the World Anti-Doping Agency (WADA) reclassified the stimulant as a ‘specified substance’. The athletes have so far appeared twice before the antidoping disciplinary panel headed by Dinesh Dayal but no decision has been reached so far.It was only in the last hearing in September that the panel concluded that the tests, which were done on the wrestlers, were incompetition and therefore their cases will continue with other accused athletes. After that, RK Anand, the counsel for all the athletes, had sought more time to prepare the case and the three-member panel agreed to his request.The list of 11 sportspersons includes six wrestlers, three swimmers, two athletes and a weightlifter. Among the six wrestlers, Arjuna awardee Rajiv Tomar, Mausam Khatri and Gursharanpreet Kaur were on Tuesday named in India’s Asiad squad but if any sanction is imposed upon them by the threemember disciplinary panel, they will be dropped from the team.The swimming and athletics federations included the athletes in the final squad for the Commonwealth Games despite a case pending against them with the NADA panel. Wrestling Federation of India (WFI) however, chose to be on a safer side and did not pick any of the four wrestlers who were originally part of the CWG team.advertisementBut their stand has changed as well and WFI president GS Mander is confident that all the athletes will be let off with warnings. “Things have changed now and we are sure that they (wrestlers) will get away with a warning,” Mander said. However, Tomar, for whom it was a heart break to miss out a place in the Commonwealth Games, is optimistic about the outcome.”It was very disappointing to miss out on a place at the Commonwealth Games for which I had prepared so well,” Tomar told MAIL TODAY.”I have spoken to our counsel and he is very confident. Hopefully, we all will come out clear tomorrow,” he added. But there is also a possibility that the case may not be decided on Thursday as well and could well go for another hearing. The documents that Anand is likely to come up with would be cross examined and argued upon by the NADA counsel and could take time.last_img read more