Last week was jam-packed full of great events, sessions and keynotes at Dreamforce. We kicked off the event Monday with our annual customer summit. We had a great turn out, and lot’s of good conversation. Joe Galvin of SiriusDecisions gave …
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We’ve found that best in class Sales Managers use 1:1 coaching sessions to review: Performance against targets Status of last week’s assignments Identify risks and behavior gaps Make new assignments with specific and time-bound deliverables Things to consider; you get …
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The short answer is that sales forecasts are estimates of what your business is going to be in the future. It’s the process of predicting sales for a company or individual. Forecasting tools can be leveraged to help companies fully …
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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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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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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 …
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In sales, there’s no such thing as secret formulas. Closing deals is hard, persistent work. But top performing sales leaders, like Dave Fitzgerald, EVP at Brainshark, has one thing you don’t have: knowledge. When he and his team at Brainshark, …
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Why isn’t this bigger news? Only 44% of sales forecasts come true. You might as well flip a coin or go to Vegas for better odds. This was one of the many revealing results in a new CSO Insights study just …
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