People have a tendency to revert to their old behavior during times of cognitive overload, large change and stressful situations. In order to change sales behaviour to achieve corporate objectives there needs to be a mechanism that motivates and reinforces the desired new behaviour. An excellent example is CRM adoption rate by sales. We typically see adoption rates in the low 60% range and lower, in addition the quality of the data is usually less than desired by the corporation. There are multiple reasons for this problem but a primary reason is the lack of ability to tie data that are Key Performance Indicators which need to be entered in your CRM to the incentive compensation of your sales force. You solution for changing sales behavior must address this important factor. One article which talks about this issue and related factors required for motivation your sales force to great performance was written by Accenture and can be found at: Accenture – Motivate Sales Force
Leon Kharkhourin 2016-07-08T14:21:06+00:00
About the Author: Leon Kharkhourin
Leon’s responsibilities include overseeing the sales and client services division, managing client and partner relationships, and developing and executing growth strategies for the company. Leon brings 15 years of experience building and managing software and services teams in the areas of Performance Management, Business Intelligence, and Sales Force Automation. Prior to Obero, Leon served as the Business Unit Executive of IBM’s North American Software Group, managing the Performance Management Professional Services organization. Leon’s ability to effectively manage cross-functional teams has led to consistently high customer satisfaction ratings and has resulted in his teams being regarded as industry leaders. Leon holds an MBA degree in Information Technology and Operations, from York University’s Schulich School of Business.