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Shifting SPM Perspective: Results vs. Activity Performance

Progression of Sales Performance Management Through Time Currently, there is still a strong focus in SPM on financial results. In other words, many of these platforms have been aimed at tracking resulting financial metrics related to quota attainment, revenue generation, etc. And if we reference the historical legacy of the space for a moment, it’s easy to see why this is the case. In the early

20 CRM Myths That Hinder Organizations from Achieving Sales Greatness

Salespeople who use CRMs effectively achieve better results. Major benefits include gaining more leads, closing more deals and increasing client satisfaction. Even so, CRMs are underutilized. Many sales reps are apprehensive about learning and using a CRM, and some organizations are therefore reluctant to invest in a platform that their reps “won’t use.” A lot of CRM apprehension stems from misunderstandings. Some reps misunderstand the purpose of CRMs, and others

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