Category Archives: Sales Management

Barbra Gago

Terminology: Sales Analytics

Most people would refer to sales analytics as business analytics. Business analytics are determined by technologies, applications, or practices that allow for a historic view into past business performance to gain insight on current business performance, and to help predict …
Read More…

Posted in Sales Leadership, Sales Management | Tagged , , , , , , , , | Leave a comment
Barbra Gago

Coming Soon: Revenue Velocity Forum

The Revenue Velocity Forum, happening this October, is an exciting thought leadership event, brought to you by Cloud9 Analytics, CSO Insights, Marketo and Sales Performance International. It’s designed especially to help sales, sales operations, and marketing leaders pump up your …
Read More…

Posted in Sales & Prospecting, Sales Leadership, Sales Management, Sales Operations | Tagged , , , , , , , | Leave a comment
Barbra Gago

Q&A: Managing Uncertainty & Risk in Your Pipeline

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 …
Read More…

Posted in Sales Leadership, Sales Management | Tagged , , , , , , , , , , , | Leave a comment
Barbra Gago

How to Build a Pipeline With Social Media

Building a sales pipeline with social media is not something that can happen with one person or without any tools. While the process and tools will be different for every company, if the goal is to create a pipe through …
Read More…

Posted in Sales & Prospecting, Sales Management | Tagged , , , , , , , , , , , , , , , , , | 3 Comments
Barbra Gago

Terminology: Sales Pipeline Management

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 …
Read More…

Posted in Sales Management | Tagged , , , , , , , | 1 Comment
Barbra Gago

Sales Management 2.0: Optimizing Sales Performance

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 …
Read More…

Posted in Sales Management, Sales Operations | Tagged , , , , , , , , , | Leave a comment
Barbra Gago

Terminology: Performance Management (for the Front Office)

Performance management, in the traditional sense, are activities (generally enabled by technology) to ensure consistency, optimization and goals are happening effectively. It’s something that can focus on groups, organizations, departments or employees, and manages behavior and results.

Posted in Sales Leadership, Sales Management, Sales Operations | Tagged , , , , , , , , , , | Leave a comment
Barbra Gago

3 Tips: Running a Successful Weekly Sales Meeting

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 …
Read More…

Posted in Sales Leadership, Sales Management | Tagged , , , , , | Leave a comment
Barbra Gago

Terminology: Pipeline Velocity

Pipeline velocity is an important sales and marketing metric that is often overlooked. Knowing the details of your pipeline velocity can help you with better forecast accuracy because it measures the rate of change in your pipe, giving you a …
Read More…

Posted in Sales Management | Tagged , , , , , | Leave a comment
Barbra Gago

5 Tips to Improve Forecast Accuracy

CSO Insights recently conducted a study that resulted in some startling facts. Forecasted win rates are at an all-time low–only 44.8% of deals are won, reps aren’t making their quotas–only 51.5% do, resulting in a mere 78.5% of plan attainment …
Read More…

Posted in Sales Management, Sales Operations | Tagged , , , , , , , , , , , , | Leave a comment