Your Sales Management Guru

AUGUST 9, 2017

My pipeline is full, but nothing is closing I don’t think my compensation plan is working. Pipeline management strategies. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. How to monitor leading indicators.

Hiring 49

Hiring Compensation Sales Leadership Course 49

Your Sales Management Guru

MAY 11, 2015

Rate how well do you know the true or real total value of your pipeline? Rate how comfortable are you that you know what percentage of the pipeline in the current category is required to ensure the current sales budget is exceeded? 1, 2, 3, 4, 5. 1, 2, 3, 4, 5.

Lead Rank 40

Lead Rank Lead Scoring Compensation Quota 40

Your Sales Management Guru

JULY 6, 2016

Were the leads generated moved into the pipeline and can you measure where they came from? Have you tested new metrics to give you a better idea to pipeline velocity? Did those leads close and do you know the best lead source? What new ideas could we try to out position us from the competition?

Sales Leadership 56

Sales Leadership Lead Rank Lead Scoring Government 56

Your Sales Management Guru

APRIL 18, 2011

As we finish April, you should be conscious of pipeline values, business opportunities and activity levels to ensure you will exceed your July and August numbers. 1) Beef up your sales activity focus to ensure summer pipelines are “more than full”. What to do?

Sales Leadership 58

Sales Leadership Hiring Quota Discount 58

Your Sales Management Guru

FEBRUARY 1, 2016

During the last 6 months we have surveyed hundreds of partners, the number one topic that came up was: prospecting, or building pipeline values so let’s focus on that! Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year.

Hiring 40

Hiring Networking Benefit Pipeline 40

Your Sales Management Guru

DECEMBER 26, 2017

Pipeline strategies. Compensation and incentive strategies. Coaching and training strategies for improving performance. How to effectively onboard new sales reps. How to evaluate your team and plan for the future. Business planning strategies. How to build and create accountability. How to monitor leading indicators.

Sales Management 78

Sales Management Hiring Sales Leadership Course 78

Your Sales Management Guru

AUGUST 20, 2013

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Such an effort can go a long way toward increasing the number of opportunities in the pipeline from June through August.

Face-to-face 82

Face-to-face Incentives Incentive Objections 82

Your Sales Management Guru

APRIL 29, 2014

Time for Summer Pipeline Building. I had two client conversations already this week reminding them to ensure they are focused on building their summer pipeline. It is the job of sales leadership to have a 90-day and beyond vision into pipeline and planning.

Pipeline 77

Pipeline System Vendor Sales Leadership 77

Your Sales Management Guru

JUNE 16, 2013

Focus on sales pipeline building, sales strategies on individual opportunities and sales training. It will be a fun meeting, but also, each salespeople may end up watching 4-6 YouTube videos on sales training as they evaluate their recommendation and they will learn to use You Tube as a resource for idea’s and as a sales resource.

Training 90

Training Video Meeting Sales Leadership 90

Your Sales Management Guru

JANUARY 3, 2012

10.1.1 Productivity Model, 10.1.2 Model Pipeline. c. Pipeline Development process. Sales Process/ Sales Cycle definition: Key milestones, %Probability to close (Leads, Qualify, demo, proposal, close, revenue recognition, customer care). 10.1.3 Activity metrics. . 12.1.1 Sales Force Automation/ CRM technology.

Hiring 70

Hiring Collateral Lead Rank Trade Show 70

Your Sales Management Guru

DECEMBER 13, 2011

q Rate how comfortable are you that you know what percentage of the pipeline in the current category is required to ensure the current sales budget is exceeded? q Rate how comfortable are you that you have enough pipeline potential in the 30, 60, and 90 categories to exceed future monthly quotas? q 1, 2, 3, 4, 5. q 1, 2, 3, 4, 5.

Lead Rank 58

Lead Rank Lead Scoring Compensation Quota 58

Your Sales Management Guru

OCTOBER 16, 2012

Sales organizations often drain their pipelines by the end of December. It’s important to ensure that marketing and prospecting levels remain constantly focused on future pipeline development. Stop by at a convenient time-but always have a valuable reason to visit, such as providing an implementation plan or a reference letter.

Compensation 77

Compensation Vendor Pipeline System 77

Your Sales Management Guru

JULY 26, 2017

Each week as you use this book, salespeople will see how they can accelerate their sales pipeline and improve their skills. Anthony’s 16 chapters cover the various aspects of moving through the stages of a typical sales process and the various actions a salesperson must do to increase their effectiveness.

Closing 46

Closing Lead Rank Lead Scoring Guarantee 46

Your Sales Management Guru

DECEMBER 29, 2014

Immediate revenues, larger pipelines and increased levels of belief along with better customer relationships is a positive way to start the year. These five actions will help the salesperson get off to a fast start-by working with and selling existing clients where they have trusted relationships and proven solutions.

Penetration 99

Penetration Exercises Motivation Referrals 99

Your Sales Management Guru

MAY 23, 2016

At this time of year sales management must be looking at pipeline levels and goals for the 4th quarter and determining if there is the necessary level of activity to ensure targets will be exceeded. Such an effort can go a long way toward increasing the number of opportunities in the pipeline from June through August.

Lead Rank 52

Lead Rank Lead Scoring Face-to-face Incentives 52

Your Sales Management Guru

DECEMBER 20, 2010

If you have already built your first quarter sales training programs, have your management systems in place to analyze pipeline values and your recruiting plans are activated then you have some of the systems in place. As we close down 2010 and your thoughts about January are nestled in your head, its March that you should be considering.

Sales Management 60

Sales Management Face-to-face Forecasting Analysis 60

Your Sales Management Guru

APRIL 23, 2015

This is what I generally see or hear when I begin to poke at the problem: When you review the pipeline report (CRM/Excel) all the Closing Dates are listed as the end of the month-6/30/15 as an example. Beyond your current monthly pipeline values future pipeline dollar values are not listed.

Forecasting 40

Forecasting Margin Top of Funnel Sales Management 40

Your Sales Management Guru

JULY 30, 2012

Yes, I am fully aware it is still 2012 and there are five months left in this year to exceed your quota and hopefully you are well positioned from a pipeline, marketing and headcount to achieve your goals. Sales Leadership: Impacting Your 2013 Revenue.

Sales Leadership 68

Sales Leadership Revenue Hiring Compensation 68

Your Sales Management Guru

OCTOBER 24, 2016

Sales organizations often drain their pipelines by the end of December. It’s important to ensure that marketing and prospecting levels remain constantly focused on future pipeline development. Keep prospecting. January may be strong with leftover business, but February, March and April typically lag.

Compensation 40

Compensation Pipeline Vendor Revenue 40

Your Sales Management Guru

JANUARY 9, 2017

My pipeline is full, but nothing is closing. Pipeline strategies. We have too much to do, we don’t have time to build a sales organization. I am frustrated with my sales team, do I have the right team? I have a problem growing sales profitably. I don’t think my compensation plan is working. We seem to react to every opportunity.

Sales Management 28

Sales Management Hiring Compensation Incentives 28

Your Sales Management Guru

JANUARY 7, 2014

The Salesperson Quarterly format will review existing short-term pipeline values vs quotas (by product/service) measured against specific short term active deal flow. The quarterly sales plan by salesperson must be much more tactical. The quarterly plan takes the six month plan and breaks it into a much more tactical plan.

Forecasting 73

Forecasting Quota Compensation System 73

Your Sales Management Guru

DECEMBER 14, 2017

We always tell our clients that they need to develop a marketing campaign to recruit talent as well as to find prospects-both pipelines are critical. If you are not constantly seeking new and better talent, you will find that the top sales talent, may not be looking when you are. Recruiting is not hiring.

Hiring 79

Hiring Lead Rank Lead Scoring Exercises 79

Your Sales Management Guru

MAY 30, 2012

At this time of year sales management must be looking at pipeline levels and goals for July/August and determining if there is the necessary level of activity to ensure targets will be exceeded. Such an effort can go a long way toward increasing the number of opportunities in the pipeline from June through August.

Compensation 67

Compensation Sales Leadership Face-to-face Incentives 67

Your Sales Management Guru

MAY 24, 2017

Detailed pipeline management and dashboard metrics analysis that you update. From a Sales Management perspective it means you focus on discipline, accountability and control (see past blogs for insights), but specifically Brilliant Execution means that you have a: Quarterly sales training plan and you follow through with it.

Channels 46

Channels Analysis Vendor Energy 46

Your Sales Management Guru

SEPTEMBER 29, 2014

Last week during a client’s sales meeting we got into a discussion regarding pipeline values, needless to say the number of prospects and dollar values were insufficient to achieve the overall corporate revenue objectives. Should Salespeople Prospect Anymore?

Prospecting 92

Prospecting Lead Rank Lead Scoring Real Estate 92

Your Sales Management Guru

DECEMBER 9, 2014

One constantly arises; it has to deal with what I call the Wave Impact on sales pipelines, an organization experiences a large quarter of sales success and the next quarter is a drought, followed by another great quarter. As a sales management consultant for the past 16 years I have seen many business challenges and sales problems.

Handbook 87

Handbook Negotiation Call-back Sales 87

Your Sales Management Guru

MAY 17, 2010

q Rate how well you know the true or real total value of your pipeline: 1, 2, 3, 4, 5. q Rate how comfortable you are that you know what percentage of the pipeline in the current category is required to ensure that you exceed the current sales budget: 1, 2, 3, 4, 5. PLEASE SCORE Circle a Rating: 1-5, with 5 being HIGH. .

Sales Management 61

Sales Management Lead Rank Lead Scoring Compensation 61

Your Sales Management Guru

AUGUST 29, 2011

Sales organizations often drain their pipelines by the end of December. It’s important to ensure that marketing and prospecting levels remain constantly focused on future pipeline development. Stop by at a convenient time-but always have a valuable reason to visit, such as providing an implementation plan or a reference letter.

Banking 61

Banking Compensation Follow-up Vendor 61

Your Sales Management Guru

OCTOBER 22, 2013

I like to recommend a clear set of goals defined for the first 90 days; these may include pipeline values, face to face meetings, presentations, etc…. Step Two: We recommend you build a closely monitored tracking plan along with a carefully thought through plan of action to get the salesperson engaged with the proper activity immediately.

Face-to-face 71

Face-to-face Exercises System Sales Management 71

Your Sales Management Guru

AUGUST 9, 2010

Number of net-new opportunities in the pipeline. Dollar value of all net-new opportunities in the pipeline. From a current status perspective the sales leader would want to track: . Number of net-new calls per week and per month. Number of net-new proposals per month. Number of net-new opportunities sold, QTD and YTD.

Direct Mail 63

Direct Mail Compensation Campaigns Microsoft 63

Your Sales Management Guru

FEBRUARY 20, 2012

If you’re recruiting regularly, you’ll have a constant pipeline of top talent available to keep enhancing the quality of your team. While those objectives will be unique for each organization, they might include pipeline values, revenue goals, sales calls goals and proposals delivered.

Hiring 72

Hiring Lead Rank Lead Scoring Proposal 72

Your Sales Management Guru

AUGUST 25, 2014

This provided the sales manager a better platform for coaching, mentoring and monitoring opportunities in the pipeline. The sales manager began to fully understand not only what the steps in the sales process were, but why each salesperson needed to execute on them. 4.

Sales Process 92

Sales Process Benefit System Compensation 92

Your Sales Management Guru

JUNE 9, 2013

Execute this in early in order to build activity levels, pipeline values and position summer sales. Fifth, host a Spring Party. It’s a great time to bring everyone together to not only say thank you, but to educate on new offerings. This does not have to be an expensive event, but it should be fun and unique.

Quota 104

Quota Microsoft Margin Hotels 104

Your Sales Management Guru

SEPTEMBER 27, 2010

Sales organizations often drain their pipelines by the end of December. It’s important to ensure that marketing and prospecting levels remain constantly focused on future pipeline development. Stop by at a convenient time-but always have a valuable reason to visit, such as providing an implementation plan or a reference letter.

System 56

System Sales Leadership Banking Motivation 56

Your Sales Management Guru

OCTOBER 8, 2012

. · Add two mornings of telephone blitz day’s for prospecting, invite people to a November seminar/ business breakfast meeting.

Sales Management 76

Sales Management Discount Vendor Follow-up 76

Your Sales Management Guru

JUNE 19, 2012

Summer can be a difficult time to lock down that extra business that ensues you exceed your monthly objectives; pipelines are thinner, vacations occur and even people are less focused. Sales Leadership: Closing Summer Business.

Sales Leadership 74

Sales Leadership Closing Promotion Incentives 74

Your Sales Management Guru

JULY 7, 2013

Adding “ Thought Leadership ” to your vertical plan will create the gravity to keep your sales pipeline jammed with the right prospects. If those advantages are enough to convince you that it’s time to “think narrow,” you may want to start by attending my session at WPC 2013 in Houston. Where to begin?

Marketing 86

Marketing Trade Show Ideal Customer Profile Face-to-face 86