Tuesday Sep 15, 2015

3 Reasons and 12 Ways to Attract and Retain Millennial Sales Reps

A quick google search serves up almost two million articles directly related to Millennial-focused sales and marketing. This up and coming generation, aka Gen Y, is a highly coveted one—some estimates value current buying power at $1.3 trillion in the US and $10 trillion globally. Every day, more than 10,000 celebrate a 21st birthday. It’s no wonder brands want to crack the code on what appeals to the group.

As Millennials mature, the conversation has expanded beyond selling product to “selling employment.” By the year 2025, 3 out of every 4 workers will be Gen Y. When it comes to recruitment and retention, business leaders need the same mindset as marketers. In the workplace, a “lost customer” means an employee resignation. We all know the costs of attrition, especially in sales. Rep turnover is the enemy of sales productivity.

But do Millennials, sometimes branded as “lazy, entitled, narcissists,” even make good sales people?

[Read More]

Thursday Apr 19, 2012

Learn How You Can Increase Sales Productivity


Sales Productivity was a big focus for us as we designed our Fusion applications. Our goal was to fix problems that change the basic dynamic of the sales organization. In doing so, we focused our developers and product managers on three key things:  Effectiveness, Efficiency and Ease of Use. We wanted the sales organization to be empowered when they're engaging with the customer. 

We wanted to give them access to complete information about the customer and about other similar customers when they were selling individually or as a team, and also later when they were updating the CRM system. 

Since there is always a disconnect between sales and marketing, aligning the sales organization with the marketing organization becomes very critical because often there is a marketing pipeline focused on leads that's not connected to the selling pipeline that's focused on opportunities.

Finally, we wanted to make it easy to use, easy to configure and easy to deploy. Following years of research, we analyzed the basic tasks that sales and marketing teams perform, and we've been able to cut out, on average, about 27% of the time it takes to complete the most common tasks within a CRM system.

To read more about how we think of CRM and how YOU can improve Sales Productivity within your organizations read this white paper.

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