Monthly Archives: January 2012

Improving Sales Performance through Better Forecasting

Posted on January 24, 2012 by Jon Bock

If you’re like most organizations, sales forecasting is only a bit better than using a crystal ball-each sales rep looks at their list of target opportunities, puts their finger to the wind, submits a number up their management chain, and …
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Posted in: Events, Sales Forecasting, Sales Performance
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Data-Driven Sales Management

Posted on January 5, 2012 by Swayne Hill

Sales has always been largely an art, built on top of intuition and instinct developed through years of experience.  During my career I’ve witnessed the advancement of CRM systems and had an inside view of the emergence of business intelligence, …
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Posted in: Pipeline Management, Sales Forecasting, Sales Management, Sales Performance
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