Choosing an add-on analytics solution can be a challenge. There are a lot of options. The matrix below splits out a number of options base on two dimensions: whether or not you need a data warehouse to get the reports …
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There are many sales forecasting applications out there, but as our CEO so eloquently put it yesterday, the problem is that “you can forecast your way all the way to failure.” The key to true predictability is better pipeline management …
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Josiane Feigon is author of the book, Smart Selling on the Phone and Online–the sourcebook for inside sales. Her Cubicle Chronicles blog is voted among the top 25 sales blogs. She’s founder and CEO of TeleSmart Communications, a 20-year veteran …
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At some point in a sales career, most sales people have experienced the fun of working in a rapidly expanding market. It’s fun because everyone, it seems, needs and wants your product. Sales cycles are short because the market is …
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Many people would refer to sales analytics as business analytics, both of which are often considered part of the broader category of sales performance management. Business analytics are determined by technologies, applications, or practices that allow for a historic view …
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What sales managers fear most, is what they don’t know. Because there’s so much in the pipeline that’s unknown, sales forecasts are full of probabilities, sandbagging, and wishful thinking. But what if you could turn what’s unknown into opportunity, and …
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In the context of sales management, pipeline management is the process of managing all aspects of the sales cycle (generally in conjunction with your CRM). Pipeline management is tracking (and hopefully proactively act on) the following; sales potential, lead flow, pipeline …
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Forecast accuracy is on everyone’s mind as we move into the most important quarter in the year. The numbers are scary= less that 50% of salespeople are hitting their numbers and “no decision” is the most popular reason for lost …
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In the recent study, Sales Management Optimization, CSO Insights found that most Sales Managers know what to do, but they are having a hard time performing. The study gathered data on over 100 metrics to try and identify sales management …
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1. Know where you are. In order to know if you are on track on or not, you need to know where you are in a given period against quota, forecast and plan. It’s ideal to have this information at …
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