Sat.Apr 07, 2012 - Fri.Apr 13, 2012

Understanding the Sales Force

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Should You Restage Your Sales Pipeline?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As part of its sales force evaluation process, Objective Management Group (OMG) conducts a pipeline analysis and determines both the quality of the pipeline and the quantity of the pipeline. We ask each salesperson to submit 4 proposal-ready opportunities and then we run the analysis. If we were reviewing a full pipeline instead of just 4 proposal-ready opportunities for each salesperson, an ideal sales pipeline would look like this: Because we are on

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Does Your Sales Force Look Like This?

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Yesterday I spoke to the energetic group of sales leaders attending the EcSell Institute Sales Coaching Summit in Austin Texas. The thing that makes EcSell different is that they won't place speakers on their event faculties unless their work is backed by research and science. As a result, their audience is a sponge for any and all best practices that are time-tested, proven and have empircal data to back them up.

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How Sales Has Changed in the Last Five Years and More

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Does everyone get to see your best work? Probably not. Your best work probably takes place when you are one-on-one with one of your salespeople, one-on-one with a client, or on the phone. Chances are, your best work doesn't happen at the sales meeting, in front of your entire sales force, or in front of all of your customer's employees.

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