Trending Sources

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. Then we move to the weighted forecast. What does it really mean to the business to say, “I have a $1 M deal that I’m projecting at a 75% level, so I’m committing $750K to the forecast.” No related posts.

An Expert Talks About Fixing Sales Forecasting Problems

Dave Stein's Blog

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. CRM Forecasting Interview Pipeline sales proces

Sales Tips: Who Owns the Pipeline?

Customer Centric Selling

The point of my last article was that the integrity of data determines how accurate CRM forecasts will be. Forecasts don’t reflect “gut feelings” on transactions. Sellers can be less than forthright in loading their pipelines with “opportunities” where goals have not been shared, so it’s the manager’s job to decide whether to purge unqualified line items from the forecast.

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. Namely, I find that there are seven (7) fundamental reasons that sales training initiatives fail: 1. While some senior management think they are setting the proper tone by kicking off a workshop, it is like nails on a chalkboard when I hear them say something to the effect of, “If you take just one thing away from this training…” Think about the message that’s just been sent. It’s education, not training.

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.

The Pipeline ? What Did You Start?

The Pipeline

They did the usual things, relatively well for the most part, and in relatively the same way. Forecast. Sales Training. Dave Kahle – Sales Training. From The Heart Sales Training Blog. Home About The Pipeline. Contest. Free Resources. Search. 0 Subscribers. Subscribe by Email. We take privacy seriously. Your email address will not be shared. February 2012.

The Pipeline ? It's Not Always Easy

The Pipeline

Stored in Attitude , Business Acumen , EDGE Sales Process , HR Management , Hiring Sales Talent , Productivity , Sales Force Alignment , Sales Leadership , Sales Training , execution. Earlier this week, I posted on two related or intersecting topics sales leaders need to manage and improve. Those same indicators should then be utilized to refine training strategy and implementation.

Keeping Sales Competencies at the Heart of Customer-Driven Selling


The competencies necessary to conduct a consultative sales dialogue are what we at Richardson call the Six Critical Skills : presence, relating, questioning, listening, positioning, and checking. Training Industry Inc. Forecasting and pipeline management. The CRM also informs managers where their salespeople may be falling short and in need of training.

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 is my quota set the way it is?

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. 0 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.

Sales Managers: Don’t Be Shot by Both Sides


There is really nothing wrong with this approach–except that most companies leave out some basic and vital essentials: profiling competency, nurturing talent, and (most importantly) training the most promising prospects from sales ranks for a role that’s vastly different from their current one. Let’s have a look at the reality of that role. An average of a year and a half!

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

The Pipeline

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. 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.

B2B 17

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. How to respond to the incessant questions for information, status, forecasts from their management and the rest of the organization. Related Posts: Should Sales Managers Coach? No related posts. Sales is tough. None, by any means is easy. But they’re busy too.

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 forecast? Related 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?

Why Your Sales Operations Strategy may not be Robust Enough

Babette Ten Haken

Sales operations strategy encompasses all business-related activities and processes which help a sales organization run effectively and efficiently. That definition seems cosmic, inter-galactic and all-encompassing, doesn’t it? However, in complex selling environments, this definition may be too narrow. Here’s why. First of all, let’s get a working definition of sales operations. But wait.

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. Take a look at the sales training workshops available to you and improve sales performance. This question adds no value. What do I mean?

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 At one point, I wanted to get better at golf (it’s hard to be worse than I am). Relentless execution.

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? Related Posts: Automation And Customer Intimacy When We All Do The Same Thing, How Do We Stand Out? Unsolicited Email, Cold Calling, Prospecting,… Fifty Shades Of Forecasting Why I Won’t Respond To Your Email! No related posts. Actually, that’s a fair trade for an eBook.

eBook 27

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.

Quota 126

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.

Buyer 42

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. A sales process requires constant monitoring to ensure it is being properly implemented ”.

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.

How Two Newborns Caused Sales Comp Armageddon


Ultimately, I congratulated myself for having done such a good job of training the team and settled in to my bedrest. This person should also be responsible for training the sales comp team on how and where to access desktop procedures for their areas of responsibility. For more best practices on all things related to sales compensation strategy, subscribe to the OpenSymmetry blog.

Finding the Right Sales Performance Management Vendor


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.

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.

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’.

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.

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.

Sage 41

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. 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? What would it take for them to become the very best? - Secondly, H.R.

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: 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.

Buyer 31

Sales Management–Pragmatic Selfishness

Partners in Excellence

We have to onboard them, train them, develop them to close any gaps that stand in the way of their success. Then we have to provide them the systems, tools, programs, training, processes critical to their success, not only maximizing their performance but helping them to be as effective and efficient as possible. Related Posts: We Keep Missing Our Forecast! Yes, you’ve seen these discussion before. Classically, our org charts look something like pyramids. It’s human nature for us to think about career progression moving up the food chain. Deals Keep Slipping!

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." No longer believing anything is possible, we accept problems more readily. "It

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.