Managing a salesforce is about refining the approach, managing activity and spotting problems before they hit the bottom line

Give your salespeople a 360 degree view of the prospect

Sometimes change of any sort can be hard to implement and sales people can be especially difficult to convince. The thing that wins them over every time is when you can you show them what's in it for them.

1. 360 degree view of the prospect so no surprises and lots of extra help with first meetings.
2. Straight forward qualifying route for leads guarantees the quality of every lead issued
3. Qualified leads gives people confidence and determination and removes hiding places.

Don't wait until sales drop off to take action.

The sales manager who waits for a drop in sales before taking corrective action is usually the one to blame for the problem.
Every sales cycle has a fairly predictable course through various qualifying stages and the sales target can fairly easily be reverse engineered to forecast the mount of prospects reaching each stage.

When the number of leads drops, the sales manager knows that sales are probably going to drop and he/she acts to investigate the problem and take action.

When sales dip for an individual, there is one of three reasons:
1. A loss of confidence, or motivation

2. Reduction in activity

3. Not following the process any more - winging it.

The only simple way to diagnose the problem is by having accurate data immediately available to diagnose at what stage in the process things are going wrong. A quick diagnosis means a quick cure. A slow diagnosis means that very quickly you are dealing with all three and it is much harder to correct.

FusionCRM and Salesforce both provide this access to powerful accurate data filtered by team or individual and presented to suit the specific business.