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[rifat28dddd]

So, most of the woes and the ills we have with CRM are not driven by salespeople, they’re driven by leaders who don’t understand the consequences of what they are asking. The leaders are asking this information because they find it a whole lot easier to stare at a computer screen than actually have the courage to go out and lead, and coach, and manage their salespeople in real-time—and accept that salespeople are going to be valuable, and so are the numbers at some point.

Just do things that make sense and your CRM will have the right data in it and the right information.

GN: What can a sales manager do to look at the CRM and try to make an accurate forecast?

JB: Number one, stop looking at CRM and making forecasts. That is the worst place you can go. great leader, you’re a great coach, your salespeople are putting the right things into the CRM and you try to build forecast on what your salespeople are telling you. Then you are going to lose because salespeople lie. They are liars because they are good at telling you what you want to hear at the beginning of the period. Then at the end of the period, you miss forecast and the only person that suffers from that is the sales leader.

What you should do is what the great sales leaders I’ve iceland telegram data worked with do and this is what I did as a sales leader. I sit down with each salesperson and I go through their accounts with them and I have them walk me through that and I look them in the eyes. I get to know my salespeople. I know when they are pushing a little too hard. I know when they are lying and if I need something for a forecast, I’d rather have them tell me the truth.

That’s the other piece of this. You have to create an environment where salespeople can tell you the truth. In other words, you want your salespeople to write a check to you that doesn’t bounce.

Create an environment where people can tell you the truth. Expect the truth and then go change the truth. That is how it works. But, if you are trying to build forecasts of what’s in the CRM, you are out of luck. You will always lose. It is happening in sales organizations everywhere.

GN: You said in a recent interview that engagement rates when using the phone are higher than response rates on email and social selling by between 15 and 18% depending on the industry. In your opinion, what metric should sales managers use to measure the phone-based performance of sales reps?