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February 2014

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2014 Business Resolutions for Creating a Modern Sales Force

At the start of the year, gyms are packed and vegetables fly off supermarket shelves as everyone resolves to shape up. But what about professional resolutions? Companies set quarterly and annual goals, but do we take a take a deep look at our habits, both those that help and those that hinder us from reaching them?

With the right customer experience (CX) tools and technologies, sales forces can avoid the pitfalls of doing business as usual and focus their energies on more productive and profitable activities. The result: teams that work steadily to achieve New Year’s resolutions all year long.

Resolution 1: Boost productivity with mobile technologies. We all have 24 hours in a day, so how does our neighbor find the time to run five miles a day, when we can barely get the gym once a week? Chances are she is simply managing her time and resources in a more effective way.

In 2014, sales representatives on the go have tools to make their time more productive and successful than ever. Through their mobile devices, they can work anywhere, anytime. According to a recent CSO Insights research study in collaboration with Accenture, 76 percent of CSOs perceive that mobile customer relationship management (CRM) improves sales team performance; however, less than half that number (30 percent) have a formal mobile device policy.1

Find out how Oracle Sales Cloud’s mobile-first strategy helps you sell more, know more, and grow more.

Resolution 2: For the best results, focus on quality. You can’t expect to run a marathon after consuming 20 donuts. They may give you the calories you need, but it’s the nutrient-rich meal that will help you win. Similarly, you can’t expect to develop an accurate and robust sales pipeline with high-quantity / low-quality leads.

According to Harvard Business Review blogger Scott Edinger, “Most companies…don’t want their sales teams pursuing every opportunity possible. Instead, they want to put their maximum effort on the opportunities that match some kind of ideal client profile.”2 But not everyone has the right tools to nurture and qualify leads adequately. As a result, many sales organizations focus on the quantity of leads, even though it is the quality of leads that really matters.

Learn more about best practices in qualifying sales leads so you can boost the sales pipeline with more-qualified deals. And find out who’s been rigorously—and successfully—testing modern marketing and Oracle Sales Cloud in the real world.

Resolution 3: Collaborate more, e-mail less. How much valuable time have you and your team wasted trying to track down the information you need? With social CRM, sales representatives can leverage each other to gain access to information easily while increasing their productivity. But there may be even more motivation to collaborate. According to a recent Aberdeen study, companies that use enterprise social collaboration report a higher percentage of sales representatives achieving annual sales quotas.3

Learn more about Oracle Social Network, a secure enterprise social network that connects your business processes, enterprise applications, and content.

Learn more about the Oracle Sales Cloud tools you need to keep your 2014 business resolutions for a better sales team. And watch an on-demand webcast, “Driving Growth Through Smarter Selling” that includes a demo of Oracle Sales Cloud’s smarter selling and collaborative technology in action.

1 Accenture, “Top-Five Focus Areas for Improving Sales Effectiveness Initiatives—Trends and Insights from the 2013 Sales Performance Optimization Study,” 2013

2 Harvard Business Review Blog, “The Metrics Sales Leaders Should Be Tracking,” November 2013

3 Aberdeen Enterprise Social Collaboration: A Collaborators’ Advantage, October 2013

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