Why Have a CRM?
I notice that many businesses do not have a CRM. Or they have a clunky system that is there for the wrong reasons. Those businesses usually treat the sales team …
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For Cloud Comms It isn’t a Sales Problem
8×8 has upended its sales org and hired a new SVP of sales. Big deal. It’s negative sales growth isn’t because it can’t drive sales, it is because it can’t …
ScanSource Picks a new Leader for Intelisys
“Robert Farbak will head up sales at ScanSource-owned Intelisys after a decade of working at the technology services distributor…. ScanSource on Monday announced Farbak as senior vice president of sales for …
A Look Back at 2023
This was quite a year. Avaya went bankrupt again! They think they came out smelling like a rose, but they are donating customers to other providers every day. Mitel doubled …
Quota and the Sales Salary
Quota is usually arbitrary. I am unaware of any provider who looks at average sales size and sales cycle days to calculate Quota. Most providers want the sales rep to …
Sales Stats, Quota and On-Boarding
What is Sales Quota? Quota is the sum of Average sales size multiplied by average sales per month. Sales cycles are lengthening; Average sales size is shrinking. Quotas are meant …