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An Expert Talks About Fixing Sales Forecasting Problems

Dave Stein's Blog

Funny thing.  In the past few months we’ve found an unusually high number of our clients seriously concerned with inaccurate sales forecasting. To put it bluntly, they are finding it impossible to get forecasting right at all. Employing technology above and beyond basic CRM systems to improve the accuracy of forecasting isn’t new. In the U.S. D.E.I. and U.S.A.

Weighted Pipelines And Forecasts

Partners in Excellence

I have to admit, I’ve never been able to figure out the value or meaning of the weighted pipeline and forecast.  It’s one of those things that is embedded in every CRM system, it’s one of those things that I see in all sorts of reports, but I have yet to figure out what it means. Then we move to the weighted forecast.  No related posts.

Sales Tips: 7 Reasons Why Sales Training Fails

Customer Centric Selling

Sales Tips: 7 Reasons Sales Training Fails. By Frank Visgatis, President & Chief Operating Officer, CustomerCentric Selling® - The Sales Training Company. I had the pleasure last week of meeting with a company that is proactively evaluating their company sales process even though they are currently making their revenue targets. Namely, I find that there are seven (7) fundamental reasons that sales training initiatives fail: 1. It’s education, not training. often see training classes with a single lead instructor and 30 students. Think about it.

Upcoming Webinar: Documenting the Quantitative Impact of Sales Training

Dave Stein's Blog

The root cause of the sales function being last in line is related to the personalities, traits, and established behavior patterns of many (often very smart, but right-brained) sales executives who came up through the ranks of sales themselves. We know that relatively few companies measure the impact of sales training. Internal tracking, analytics, and forecasting systems unreliable. We know that most of these are excuses and companies that wish to measure the return on their sales training spend can do it relatively easily and inexpensively.

Upcoming Webinar: Documenting the Quantitative Impact of Sales Training

Dave Stein's Blog

The root cause of the sales function being last in line is related to the personalities, traits, and established behavior patterns of many (often very smart, but right-brained) sales executives who came up through the ranks of sales themselves. We know that relatively few companies measure the impact of sales training. Internal tracking, analytics, and forecasting systems unreliable. We know that most of these are excuses and companies that wish to measure the return on their sales training spend can do it relatively easily and inexpensively.

Why The “Why” Is Important

Partners in Excellence

Particularly for sales people who we train to always be interested in the why. Related Posts: We Keep Missing Our Forecast! No related posts. Change Innovation Insight Selling Lean Sales And Marketing Learning Overcoming Crises Problem Solving Sales Effectiveness Sales TrainingAs sales people, we know the “why” is very important in probing our customers. Why do they feel this way?  Why do you do things this way?  Why is this is a problem? Why wouldn’t they change? Why are they interested/not interested?”. People wonder “Why?”. Why, why , why………. They struggle.

The Pipeline ? ?But we're not IBM?

The Pipeline

Your company’s products and related services are utilized by companies of all types and sizes, Fortune 50 to mom and pop basement operations.  Forecast. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. Subscribers. Subscribe by Email. We take privacy seriously. weblog.

Sales Managers Only Have One Real Goal!

Partners in Excellence

Some of the laundry list items include:  Make sure the team makes the number, develop the strategy, manage the forecast/pipeline, manage performance, recruit, train, coach, and on and on. Related Posts: Do You Deserve To Be A Manager? No related posts. There’s a lot of stuff written about what sales managers have to do and their key job responsibilities. 

The Toughest Job In Sales

Partners in Excellence

They have to make sure each person has the skills, tools, training, and support to achieve their numbers.  If they don’t these managers won’t achieve theirs and the organization won’t make plan. How to respond to the incessant questions for information, status, forecasts from their management and the rest of the organization. No related posts. Sales is tough. 

Sales Manager—Business Manager Or Coach?

Partners in Excellence

They have to provide the coaching, training, systems, processes, tools, and support to enable their people to achieve their goals. What’s the forecastRelated Posts: Do You Deserve To Be A Manager? No related posts. Accountability Coaching Communicating Execution Leadership Overcoming Crises Responsibility Sales Effectiveness Sales Management Sales Process Sales Strategies Sales TrainingThe responsibilities of a sales manager are very broad.  Are we managing our budgets effectively?  How do we improve effectiveness and efficiency? 

The Pipeline ? The Upside of Being Measured ? Sales eXchange ? 97

The Pipeline

People often have opinions or views that drive their approach and by extension the sales results.  It therefore follows that if the underlying assumptions or beliefs are inaccurate than so will the resulting approach and related actions, which can undermine their success.  Forecast. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog.

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Hanging Out with @GlobeSmallBiz: How to develop a Winning Sales strategy

The Pipeline

As the title suggests, we discussed a number of topics relating to sales, and sales challenges important for small business owners. Hanging Out with @GlobeSmallBiz : How to develop a Winning Sales strategy. Last week I had the opportunity to participate in The Globe and Mail’s Report on Business’ Small Business interview series on Google+ Hangout. Take a look, comment, enjoy, and profit.

Sales Training Article about Worst Question a Sales Manager Can Ask

Customer Centric Selling

Sales Training Article: "When Is This Deal Going to Close?". They are managing at the forecasting and pipeline level. Forecasting is an output of day-to-day performance. Bring the buyer value that isn''t related to your solution. I am not kidding. Take a look at the sales training workshops available to you and improve sales performance. It is a selfish question.

Slide Deck: What’s Really Going on Inside Your Sales Organization?

Dave Stein's Blog

It addresses key sales related challenges: Missed forecasts. Low (or no) ROI on sales training, tools, CRM, etc. Last week I posted the slides from a recent webinar I did with Sales & Marketing Management magazine’s SMM Connect on 20 Must-have Resources for sales managers. Based on the stats from that post, I’ve determined that you’d like to see more.

What Value Are You Creating For Your People?

Partners in Excellence

This is more than, “Here’s your quota and territory assignment, I need a forecast by tomorrow morning.”  We have to provide them the systems, tools, processes, programs, and training so they can perform at their maximum. Related Posts: Sales Managers Don’t Produce Revenue, Sales People Do! No related posts. They need to be creating value for us. 

Top Performers: Obsessive Learning And Relentless Execution

Partners in Excellence

Related Posts: If You Don’t Know Where You Are Going, Any Road Will… A Virtual Sales MBA Getting Your People To Use The Skills And Knowledge They… Purpose Driven Sales Focus–What Separates Top Performers From Everyone Else. No related posts. Accountability Execution Innovation Inspiration Leadership Lean Sales And Marketing Learning Overcoming Crises Problem Solving Professional Sales Responsibility Results Sales Training Strategy There’s so much too remember–often very conflicting advice and points of view.  But they are relentless. 

Sales Article about Maintaining Access to Key Players

Customer Centric Selling

Sales Training Article: Maintaining Access to Key Players. By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. Executive calls scheduled for 30 minutes can end abruptly if sellers don''t relate to buyers as stated in a CustomerCentric Selling® core concept: You get delegated to people you sound like. Buying lunch?

Just Because I Downloaded Your eBook……

Partners in Excellence

Sales people apparently are either poorly trained, so inundated with leads, under pressure to process leads quickly, that they don’t take the time to do basic research:  Who is this person, What is the company, Do they represent a good prospect, Are they worthy of a call?  So they make the call, wasting their time, my time, and making me wonder about the company as a vendor… I actually don’t fault the sales people.  Related Posts: Automation And Customer Intimacy When We All Do The Same Thing, How Do We Stand Out? No related posts.

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Sales Tips: What NOT to Say with Executive Buyers

Customer Centric Selling

By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company. The objective of product training, skill training and sales enablement is allowing sellers to make better calls. The only thing worse than failing to gain access to high levels is making calls and not relating to them. Software won’t improve forecasting accuracy.

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The Impact Sales Process has on Quota Attainment: What you Need to Know

Smart Selling Tools

As such, Kurlan offers top 10 rules for all things sales process related: this isn’t voluntary. What is the amount of the sale or the forecasted sale. If you saw that a sales rep was continuously working the wrong products you’d want to know why, maybe it’s a training issue or even a compensation issue. For starters, I’d read Dave Kurlan’s Baseline Selling. no exceptions.

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Sales Leadership: 2013 Sales Theme

Your Sales Management Guru

At this time of the year everyone is working on your sales business plans for 2013 and finishing budgets and forecasts. While every plan should include goals and objectives for training, marketing and sales incentive programs; it is also the perfect time to consider how you will maintain your sales team’s emotional focus on exceeding your goals.  Sales Leadership:  2013 Sales Theme.

If CRM is Only 25% of the Answer, What is the Question?

Jonathan Farrington

Performance-related compensation. For example, often companies will invest thousands of pounds in CRM technology, sales training and performance-related compensation packages for their salespeople, yet forget about defining the sales process.

Finding the Right Sales Performance Management Vendor

OpenSymmetry

For the past decade, OpenSymmetry has published the Sales Performance Management (SPM) vendor guide to help organizations understand what options they have as it relates to implementing solutions to help improve the performance of their sales organization. Coaching and Training. Candidate Assessment and On-Boarding. Sales Comp Admin and Design. Territory and Quota Management.

What Are the Real Inhibitors to Effective Selling in Your Organization?

Dave Stein's Blog

When companies come to us to understand how their salespeople can sell more effectively, we don’t just look at sales training.  Our people need sales training. Our forecasts are way, way off. 3. Our cost base relative to competition prevents competitiveness. What follows are real examples of those challenges from sales leaders with whom we have worked. 

Is Sales Coaching Dead?

Partners in Excellence

The study went on to assess the effectiveness in training those 17 competencies with actual sales achievement.  Business Acumen was the highest ranked, followed by assessing rep performance, then pipeline management/forecasting.  The authors go on to suggest that investing in sales management training, perhaps we need to shift focus.  No related posts. How do we do this?

Sales Tips: 5 Ways You'll MISS Your Number This Year

Customer Centric Selling

Train wrecks occur a month at a time. It’s relatively straightforward to do so -- simply take your current pipeline, multiply the gross at each milestone times your historical close rates (actual or estimated), and determine if a seller can reasonably expect to be YTD one sales cycle ahead. Extensive product training can turn B and C players into “spray and pray” sellers.

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Hire High Performance Sales Teams # 2

Your Sales Management Guru

Failure to achieve revenue targets, manage customer relations and deliver service can be traced directly to hiring people unequipped to carry out their assigned roles. Recruiting is a commitment; it should consume about a fifth of the sales leader’s time, and the process should be as well organized as the company’s sales methodology and forecasting systems.  Define the Ideal Profile.

Selling on Top of the World

Jonathan Farrington

Over the past twenty-five years I have trained and developed more than one hundred thousand sales professionals from foundation right up to “master craftsman” level and this has given me the opportunity to formulate an accurate profile of a Top 5% Achiever. Are rigorous in tracking account progress and are able to accurately forecast future sales because they use proven methodology, which allows them to weight every opportunity in the pipeline. So What Is It That Top 5% Players Do? They:  Position themselves with the real decision-makers and avoid those without ‘approval power’.

Are There Too Many Salespeople in the World?

Jonathan Farrington

Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to cosmetic surgery, I have kind of accepted that if any of my fellow guests have a beef about sales-related issues, then I am going to be in the firing line. What would it take for them to become the very best? - Are you able to measure the impact of any investment you have made in training and developing the team in recent years? Do you have visibility of their numbers – year to date, forecast vs. required performance? Secondly, H.R.

Sales Tips: 3 Mistakes to Avoid with Sequence of Events

Customer Centric Selling

Recently I received a few questions about the Sequence of Events (SOE) and its applicability when the product being sold is relatively inexpensive or when the prospect won't agree to the proposed SOE, etc. Your ability to forecast more accurately will improve tremendously when you have a mutual agreement to what has to happen and when and the close date is based on the last date in your SOE.

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Change With Your Customers, Not The Competition

Sales Benchmark Index

You’re providing accurate forecasts to the CEO. These LDRs were well trained and capable of qualifying true prospects. How do they perceive your product relative to the competition? As the VP of Sales, you’re pulled in 15 directions. You’re coaching and mentoring Sales Directors and Managers. You’re implementing new processes and practices to improve performance. Company B.

Sales Tips: How to Dissect a Lost Opportunity

Customer Centric Selling

When prospects consider four vendors and ultimately make buying decisions, three will receive bad news after spending time and resources on opportunities and having forecasted them to close. The reasons you weren't the vendor of choice related to: Your company. Take a look at the sales training workshops available to get started and improve sales performance. Your offering.

Sales Training Insight into "IIWII"

Customer Centric Selling

Sales Training Article: "It Is What It Is" By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company The naïve enthusiasm of youth fades as we age. CFO's accept forecasts with opportunities that didn't close in previous months that they have to "massage." So it is with silos that support getting offerings to market. Offer the best service.

So You Want to Become a Better Networker?

Jonathan Farrington

Talking to strangers in supermarket lines, at bus/train stops, or even in the elevators is characteristic of such people. Maintaining High Self-Esteem A topic as big and potentially complicated as a person’s relative self-esteem cannot be covered at any level of detail in a short blog post. Don’t we all? Networking without a purpose can be fun – if you have the time to spare!

Solving Voids in the Sales Process

Empowered Sales

As a sales training and consulting company, we work with organizations to improve sales effectiveness – ultimately resulting in more revenue, deeper penetration of accounts and sales success. Most organizations experience sales challenges related to a specific area in the selling process – a choke point if you will. Poor forecasting and weak business projections.

Transactional Analysis and its Effect on Our Customer Interactions

Jonathan Farrington

Verbs like analyze, forecast, plan, assess and schedule, are used in pursuit of organisations that are efficient, productive and predictable. As Co-President of RAIN Group, a sales training, assessment, and performance improvement firm, John Doerr draws upon an extensive career in business leadership which has included senior executive management, business development and marketing, and product and service development. Much of our communication is unconscious. Transactional Analysis. • Is an analytical thinking process. Provides insight. Gives control over actions and reactions.

Sales Training Insight into Coordinating Silos

Customer Centric Selling

Sales Training Article: Coordinating Silos By John Holland, Chief Content Officer, CustomerCentric Selling® - The Sales Training Company This article is a continuation of the IIWII articles series; read last week's article here. The deliverables that ultimately to sales (offerings; collateral; training; messaging) have to be part of an overall strategy. VP Marketing. VP Sales.

How Are You Building Organizational Capacity And Capability?

Partners in Excellence

They may take a brief rest in the first week of each month, cautiously regrouping, looking at the forecast, but in the next week they are busy closing deals to make the month’s numbers. They do deal reviews, they do pipeline reviews, they are involved with customers, they are concerned with forecasts.  No related posts. With some, it’s all about deals. 

Is it Time to get rid of a Few Salespeople?

Jonathan Farrington

That’s not really a question one expects to be confronted with at a private dinner party, but unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails to haemorrhoids, I have kind of accepted that if any of my fellow guests have a beef about sales-related issues, then I am going to be in the firing line for the evening. Are you able to measure the impact of any investment you have made in training and developing the team in recent years? “So Jonathan, are there too many salespeople in the world?” ?.

Is it Time to Get Rid of a Few Salespeople?

Jonathan Farrington

Unfortunately, like those poor medical practitioners who are regaled with requests for advice on everything from ingrowing toenails, to hemorrhoids, I have kind of accepted that if any of my fellow guests have a beef about sales-related issues, then I am going to be in the firing line. “So Jonathan, are there too many salespeople in the world?”. Let me give you an example. Secondly, H.R.

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