Colleen Honan SVP OneSource (business intelligence provider) was then interviewed on stage. As a success of a high adoption of sales people at OneSource she states: “Using CRM is not an option. If we can’t track the entire lead to deal process, you don’t get a commission.” It can be that simple. The discussion also focused on how leads were assigned to salespeople. At OneSource this is still done on geographic proximity, but they do look at social proximity (who has more connections to a certain relationship) which can lead to higher success rates.
Next, Chris Cabrera, CEO of Xactly software for variable compensation within companies, explained the power of incentives. He also talked about how technology can support this to quickly provide insight. A shocking example was that a company new zealand telegram data fter implementing new compensation software, discovered that they were paying around £200,000 too much in compensation each year!
Growth strategies
McKinsey presented the highlights of the book “Sales Growth, Five Proven Strategies from the World Sales Leaders.” The five most important growth strategies are:-