Krzysztof Balicki runs Web Systems, the company that builds and develops EpicCRM. He writes about CRM and sales from the perspective of a team that builds and maintains these tools itself.
Commissions and bonuses are pay. So the rules behind them should be written down, objective and explainable to any rep who asks. That, in practice, is what pay transparency for sales commissions looks like for a small company. The transposition deadline for the EU Pay Transparency Directive passed on 7 June 2026, and owners who […]
A customer asks you to delete their data. You open the CRM, type their surname, find one contact card, delete it. Done, right? Three weeks later an auditor wants to know what happened to that same person’s support history, the two quotes you sent last spring, and the newsletter list they were somehow still on. […]
Customer referral tracking means writing down, on every new client record, which person or channel sent that client to you, and doing it the moment they first get in touch. Maybe most of your new work comes in by word of mouth. Great. But can anyone say which clients keep recommending you? Or whether anyone […]
Every sales leader is really chasing one number: how much revenue actually lands next quarter. That’s the whole job of sales forecasting - predicting future income from the deals you have now plus the patterns buried in the ones you’ve already closed. No magic involved. And definitely not the gut-feel guessing that quietly sinks so […]
A good proposal follow-up starts before you hit send. Agree on a next step with the buyer, put dated check-ins in your calendar, and make every message useful instead of asking “any news?” Sound familiar? A detailed quote is out, the inbox has gone silent, and chasing feels pushy. A plan takes the guesswork out […]
First contact resolution means the client’s problem is solved in the first reply, with no follow-up needed. When it doesn’t happen, the culprit is usually one of three things: missing context, vague answers, or agents who aren’t allowed to decide. May 2026 gives you the last calm weeks before summer leave shrinks the team, so […]
When a salesperson resigns, the accounts they managed do not politely pause and wait for a replacement. Renewals keep approaching. Tickets keep landing. Half-finished conversations hang there, unanswered. Most companies treat the handover as a two-week admin exercise crammed into a notice period, then spend the next quarter finding out what nobody bothered to write […]
Every customer conversation carries a signal. A complaint about slow onboarding, an offhand remark on a sales call, a one-star review left at midnight - each one tells you something specific about what your business is getting right or wrong. For small and mid-sized companies, this customer feedback is the cheapest market research you’ll ever […]
A CRM Slack integration should only push alerts that need a specific person to act soon. Everything else goes to email or stays inside the CRM. Most teams end up in one of two places. Either nobody sees the CRM reminders, or the Slack channel is so noisy that everyone has muted it. Sound familiar? […]
Picture a growing business at a familiar crossroads. Stick with a local CRM vendor that speaks your language and knows your market, or commit to a global platform with a huge feature set and a name everyone recognizes. On paper both look fine. The real differences only show up after you’ve signed. And three things […]