No need to blush

We've never seen a company with perfectly clean sales data. Most firms' CRM data is incomplete at best, and inaccurate at worst. Those who are quick to incorporate AI to alleviate this issue will outperform those who continue to rely on rules of thumb.

See the forest for the trees

Sales leaders often focus on the wrong KPIs. They compare two sales reps simply by looking at their total contract value signed, or at the number of connected calls made or sent emails. To get the full picture, sales leaders need to look beyond appearances.

Cien Value Chain

Measure what matters

The best performing sales teams measure the quality of their leads as well as the quality of their people. Successful sales teams track external factors such as competition and seasonality, and relate them to their sales productivity.

Play to your strengths

To unlock immediate value, understand the strengths and weaknesses of your sales people, assign leads and opportunities based on skills and factor. This increases productivity as it does not require increasing marketing expenses or sales headcount.

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cien crm clutter marie kondo photo credit Sportsfile web summit 2015

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