The Principle of Getting More From What You Have

The Ultimate Sales Executive Resource

Jim Dickie and Barry Trailer in their Report “Sales Performance Optimization – 2006 Survey Results and Analysis” are telling us, that respondents to their survey, have indicated that an average of about 20% of deals forecasted end up with no decision by the customer.

Is the Pipeline a good metaphor for our list of opportunities?

The Ultimate Sales Executive Resource

Can you see the connection of this picture to our discussion about pumping up the pipeline (August 27, 2006). My short answer is no.

Rudimentary Forecast from Leaking Sales Funnel

The Ultimate Sales Executive Resource

If your Sales people work with lists of opportunities, they usually have captured the date when they expect the opportunity to close (Close Date), the expected order amount and a high level description of the solution the customer considers buying.

Tell me where the opportunity is

The Ultimate Sales Executive Resource

In yesterday’s entry, I mentioned that assigning win probabilities coupled with a sales process is counterintuitive at the individual salesperson’s level of responsibility. You can look at it as a very abstract, somewhat awkward way for the sales person to declare where the deal is.

Whither Forensic Forecasting?

The Ultimate Sales Executive Resource

You might agree with me, that sales people cannot be left alone when it comes to forecasting. There needs to be management adjustment. However as a sales executive be warned. Not all adjustments you make are reducing or eliminating bias and thus reduce forecasting errors.

These Questions Had to Come Up

The Ultimate Sales Executive Resource

We are living in era of benchmarking and best practices. It is thus no surprise to me that after having given you an example how to derive a rudimentary forecast from the leaking sales funnel, questions like the following have arisen. You might ask yourself how many stages a sales funnel should have? In the picture of the entry prior to giving the example, I used six stages. For the example later, I used only four stages. The short answer is: It depends?

Do Not Stumble Over Your Weighted Forecast

The Ultimate Sales Executive Resource

A frequently used method to factoring into the forecast the fact that not all deals a sales organization works on are going to be won, is to assign a win probability to each opportunity in your list. If you then sum up all the expected order values multiplied by the respective win probability of all the opportunities in your list, you arrive at a weighted forecast.

Readers’ Feedback and Comments

The Ultimate Sales Executive Resource

In the first week of the existence of this Blog, you might believe it or not, there are already actual readers out there giving me encouraging feedback by e-mail. Many thanks to those readers! If giving comments and feedback by e-mail is the preferred way for you too, this is the e-mail address where you can send your comments to: c_a_maurer @ (By By the way, if you click the link to my detailed profile on the left hand side bar, you can find the address there too.)

Imposed Optimism in Forecasting

The Ultimate Sales Executive Resource

How does this story fit into the context of the last entry about the usefulness of the metaphor of a Sales Pipeline for our list of known opportunities? Further development of the Leaking Sales Funnel Concept will eventually lead us to an alternative way of forecasting. So that later you can appreciate the benefits of a Funnel Based Forecasting Process, I want to first make you aware of flaws in forecasting process that can be observed today in the field.

No new contents today but more functionality

The Ultimate Sales Executive Resource

For those who hate having to check regularly if there is new contents by visiting The Ultimate Sales Executive Resource, I have added some “push” functionality". You can now subscribe to the RSS feed of The Ultimate Sales Executive Resource by activating the respective link on the side bar. Once activated, this will allow you to read this Blog with a news reader. Portals like myYAHOO myAOL or CEOExpress, to just name a few, have integrated news readers.

Pumping up your Sales Pipeline

The Ultimate Sales Executive Resource

I still have to meet the sales executive who is happy with her/his pipeline. When you ask them for the reason of their concern, the answer usually is: “it is not fat enough”. How do they know this? Obviously from experience. They know that only a fraction of the deals they and their people are currently working on will be won. The rule of thumb often heard in the High Tech Industry is that one out of three deals is usually won. The obvious thing to do, is thus to make the pipeline fatter.

It's Coming Sooner Than You Think - 5 Keys to Prepare Your Sales Force for the Recession

Understanding the Sales Force

I predicted the last recession as early as September of 2006 with this article and in the summer of 2008 with this article. You remember the last recession - the great recession - right? I remember that in November of 2008 the business stopped coming in as if someone had turned off the faucet.

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Heavy Hitter Sales Blog: The Worst VP of Sales

HeavyHitter Sales

This excerpt is from Heavy Hitter Sales Wisdom (Wiley & Sons copyright 2006 and may not be reproduced without express consent): A vice president of sales sent an e-mail to his entire sales team titled “The 19.5 Heavy Hitter Sales Blog. Recent Posts. A Salespersons Most Important Competitive Weapon. Closing Techniques Using Sales Linguistics. Top 7 Critical Sales Trends for 2012. Why Year End Deals Dont Close: THE CESSPOOL! IT Sales Strategy: Software, SaaS & Hardware Sales.

Am I Cut Out for Sales Is the Million Dollar Question

Increase Sales

In reviewing some data from Manpower , open positions for sales representatives have been in the top five talent shortage jobs since 2006. 2006 – #1. Good sales people are hard to find.

Engagement and Effectiveness Go Beyond Digital Marketing

Increase Sales

In 2006, Advertising Research Foundation (ARF) began the hard work of defining engagement with this definition: “Engagement is turning on a prospect to a brand idea enhanced by the surrounding context.”

8 Must-Have Qualities for Achieving Sales Success

Paul Cherry's Top Sales Techniques

That’s why I founded my own company, Performance Based Results, in 2006. What’s the secret for achieving sales success?

Are Your Sales Lagging?


A survey conducted by TIP in August of 2006 of financial advisors earning over $200,000 annual indicated that every advisor believed referrals were the best source for secuResearch suggests that 80% of all new business comes from business referrals.

Sales Blogging - Do As I Say, Not as I Do

Understanding the Sales Force

If you were to read through each of the 1,150 articles I have posted on this blog since 2006, and organize, sort, create a flow and edit it all into a Sales Management Bible, we would have one enormous how-to guide. Although that was the original plan in 2006, it is no longer on my radar.

3 New Sales Article Series, A Holiday Tradition and Future Blog #1000

Understanding the Sales Force

That's right; since 2006, I've posted nearly 1,000 articles. Understanding the Sales Force by Dave Kurlan As we prepare for the holiday and year-end, I'm also preparing for this blog's 1,000th article.

Life's Career Curveball


In 2006, I was a Sales Director for a software companLinkedIn recently asked me to submit an article for their new “Career Curveball” campaign. I am publishing it in my blog, too, to model the best practice of maximizing content creation efforts.

Sales Leadership – The Talent of Developing Others

Increase Sales

The position of sales continues to be in the top 10 since 2006: 2006 – #1. As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical.

Top 10 Reasons Why Inbound Cannot Replace Sales

Understanding the Sales Force

Disclosure: Hubspot is a client of both Kurlan and OMG ; This blog is hosted on Hubspot''s terrific blogging and lead-gen platform and I was one of their very first customers back in 2006.]. Understanding the Sales Force by Dave Kurlan Well, it''s really happened now.

7 Tips to Real Estate Agents’ Success

Increase Sales

With over 2 million real estate agents (2006) according to the National Association of Realtors (NAR), becoming a successful real estate agent takes more than just a license and knowledge of current laws and regulations.

Schhh! Can You Hear the Silence?

Jonathan Farrington

It is now more than eight years since Nigel Edelshain first coined the term, on a balmy Sunday afternoon way back in 2006, and perhaps we all now accept that actually, it was just the next phase in a continuous cycle of change in the way we all sell. Yes, me too. Nobody – well hardly anybody – is talking about “Sales 2.0″

The One Proven Strategy to Move Your Sales Team Performance Bell Curve

Sales Hacker

Back in 2006, the Harvard Business Review published an article entitled The New Science of Sales Force Productivity. As a sales manager, your success is determined by the success of your reps. But, unfortunately, a lot of reps out there are barely hitting quota.

7 Critical Skills of the Social Seller

Sales Benchmark Index

Jill remains Eloqua’s #1 Sales Rep since 2006. Surely Jill has made adjustments since 2006. The market is changing. The Social Seller is replacing the traditional prospector. Gone are the days with four hour time blocks to dial for dollars.

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Sales Candidate Shortage - More Proof That Sales Isn't Dead Yet

Understanding the Sales Force

Of course, that''s been going on since at least 2006 when I posted my first rebuttal to this silly claim, and as recently as last month when I posted my latest rebuttal.

Craig 4.0 – My Final Work Chapter

Adaptive Business Services

My first reinvention was in 2006 when I made the decision that I no longer wanted to work in management and that I wanted to work for myself. In 2006 I was associated with a company as a quasi independent contractor but, in 2010 (Craig 3.0) It’s now 2018 and that means that it is time to reinvent myself … again. That was Craig 2.0. I decided to go all in and operate entirely as a solo enterprise. Mind you, I had begun to set the foundations for this move back in 2007.

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

We reviewed 1,000 articles which I've posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past six years, and later this week, the Top Sales Article of the last six years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Want Better Lead Generation? Get Marketing & Sales in Line

DiscoverOrg Sales

I’ve been involved in sales enablement and lead generation since the term was just getting popularized in the B2B tech sector around 2006. And more than ten years later, the definition of what sales enablement actually is has yet to be nailed down. Ask five different sales enablement leaders, and you’ll likely get five different responses.

The Final Post: We MUST Have a Sales Process

Jonathan Farrington

On October 16th 2006, I made the first post here on Blogit , so it is fitting that today, I also make the last one. Tomorrow I will be announcing details of my new blog – and the friends who will be joining me – which launches on Monday.

One Thing Missing from The New Way of Selling - Part 2

Understanding the Sales Force

OMG became one of Hubspot''s very first customers in 2006 and all of my articles are hosted on their terrific platform.

3 Notable Women CIOs Transforming their IT Departments

DiscoverOrg Sales

A little bit about Jenean: Jenean has been Chief Information Officer of McLeod Regional Medical Center since 2006. With the last day of Women’s History Month upon us, we wanted to take a second to highlight a few of the most innovative Women CIOs in the United States today.

Guest Post: Make a List, Delete Excuses

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

Sales Incentives, Awards, Lead Follow Up and Sales Effectiveness

Understanding the Sales Force

Last Word: Tomorrow will be my final post of 2012 and my 1000th Article since I began writing on this Blog in 2006. Understanding the Sales Force by Dave Kurlan Today I had the following email exchange: Subject: Question on Comp. Dave, I have a question on comp and I need help.

Texting While Walking…The Rules

No More Cold Calling

That had doubled each year since 2006, according to a study conducted by Ohio State University.”. Get human, make eye contact, and be where you are. When was the last time you walked down the street, made eye contact and smiled at a person you didn’t know?

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Guest Post: Your Own Personal Sales Academy

Jonathan Farrington

As a recognized leader in the industry, she has won the coveted Stevie Award for Lifetime Achievement in Sales Excellence for 2006 and in 2007 she was identified by Training Industry, Inc.

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Guest Post: 3 Ways to Create a LinkedIn Profile That Boosts Sales Credibility

Jonathan Farrington

Her 1st book, Selling to Big Companies , was named a “must read” by Fortune Magazine and has been an Amazon’s Top 20 Sales Books since 2006. You don’t exist to your prospects. You’re nobody. They’ve never heard of you.

The Top Sales and Sales Management Articles - Vote the Best

Understanding the Sales Force

We reviewed 1000 articles that I have posted on this Blog since 2006 in an effort to present you with the Top 15 Sales Articles of the past 6 years, and later this week, The Top Sales Article of the Last 6 Years. Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us.

Guest Post: Tackling the Impossible Sales Challenge

Jonathan Farrington

Selling to Big Companies was selected as a “must read” by Fortune “must read” and has been an Amazon Top 20 sales book since 2006.

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