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. Forecasting is one of your key ingerdient of your sales manager’s toolbox.

Maybe an Example Would Help

The Ultimate Sales Executive Resource

Let us look at the list of opportunities our sales person Chris is currently working on. Deal Name Order Amount [ k$ ] Close Date Deal 1 500 09/25/2006 Deal 2 300 09/30/2006 Deal 3 800 10/10/2006 Deal 4 200 08/31/2006 Deal 5 900 09/21/2006 Deal 6 300 09/24/2006 Observant Sales Managers see right away, that there is a problem in this list. Chris will now have to assign a sales stage to each deal. You want to forecast orders received for September 2006.

Readers’ Feedback and Comments

The Ultimate Sales Executive Resource

They found the entries to the point, they confirmed that they had made similar observations and some could already see how this Blog develops in a good reference to find answers to Sales Management related questions and problems. He has observed that what could be considered reasonable business plans are toped up to suit management or shareholders dreams. Managers did not trust the new system and they had no incentives to abandon their current practices.

"American Icon" Has It Right for Sales Managers

Anthony Cole Training

Alan Mulally was an unlikely hero in American Industry when he took over Ford in 2006. If you read the book, American Icon , you will enjoy a great story about guts, determination as well as unbelievable leadership and management. How does this fit in sales and sales management?

Vote the Best Top Article on Sales and Sales Management

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. 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. What's the Difference Between Sales Commitment and Motivation? 10 Sales Competencies of Steve Jobs. Selling Power Hits and Then Miss the Mark on Sales.

The Top Sales and Sales Management Articles - Vote the Best

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan This is a pretty exciting time for us. 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. What's the Difference Between Sales Commitment and Motivation? 10 Sales Competencies of Steve Jobs. Selling Power Hits and Then Miss the Mark on Sales.

Want to be an “A” student?

Sales 2.0

Back in 2006 I coined the term “Sales 2.0” (see the logo on this website). My concept of Sales 2.0 was, and is, “taking the sales profession to the next level”. In my opinion we’ve come a long way since 2006 but we still have a long way to go.

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A Strategic Guide Through the Perfect Storm for Sales Management

The Ultimate Sales Executive Resource

Changed customer behavior and increased negotiation power of the customer induced by technology together with the tough economic conditions create the conditions for a perfect storm that hardly can be weathered by sales management with tried and trusted old tactics. The book “Rethinking Sales Management” by Beth Rogers is,as the subtitle suggests, “a practical guide for practitioners” how to become more strategic to cope with the challenges of these new normal times.

8 Must-Have Qualities for Achieving Sales Success

Paul Cherry's Top Sales Techniques

What’s the secret for achieving sales success? For the past 20 years, I have dedicated by life’s work to helping individuals achieve and surpass their sales performance goals — I’ve helped over 1,200 organizations in all sorts of industries, across the country.

Sales Leadership – The Talent of Developing Others

Increase Sales

As sales managers to small business owners look forward to 2013, this sales leadership talent of developing others will probably become even more critical. Finding qualified sales people is an ongoing struggle for many small businesses.

You Should Go Native With Salesforce – Here’s Why

LevelEleven

AppExchange was officially launched in 2006 and has exploded into the #1 business app store in the world! LevelEleven is the go-to native app for your sales management needs. Advice for Sales Managers Marketing Salesforce Salesforce Adoption Salesforce Developers Technology

Texting While Walking—Not Worth the Risk

No More Cold Calling

That number has doubled each year since 2006, according to a study by Ohio State University. Associations Enterprise Sales Management Salespeople Small Business Apple wants to make it safer to walk while texting. I have a better idea.

What “Salesforce Native” Means (and why it’s important)

LevelEleven

Salesforce’s AppExchange officially launched in 2006 and has since evolved into the #1 business app store in the world. Native solutions must also abide by best practices established by the CRM giant and the security settings managed by your system administrator.

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

Understanding the Sales Force

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. That's right; since 2006, I've posted nearly 1,000 articles. The next series contains all I've written on sales process.

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

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan It''s a big problem with many of the sales blogs you read. One-person sales consulting firms, self-appointed experts, telling, but not doing, what they say. Although that was the original plan in 2006, it is no longer on my radar.

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

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan As you probably know, many people have been writing premature obituaries about the impending death of selling. The article said that in June, "the number of jobs in sales and related occupations jumped a whopping 445,000 to a four-year-high of 15.8

How to Find a Sales Mentor

Score More Sales

I first met Jill Konrath after reading her new book, Selling to Big Companies in early 2006. Perhaps how I stumbled into finding great mentors in the B2B sales world might inspire you to find mentors and inspiration yourself. Here’s what I know about finding a sales mentor: 1.

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How Getting Fired Actually Launched My Referral Business

No More Cold Calling

Just like that, my manager gave me the news. Three days before I was to leave, my manager made me an offer. I would work with small-to-medium companies to craft their sales strategy. I did my “feet on the street” research and interviewed sales leaders and salespeople.

Why Accidental Sales Training Works More Effectively

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan Back in the early 90's, we had a Golden Retriever named Bloomie. First, please read this 2006 memorial which talked a little about her role in sales calls. What does all that have to do with sales and sales training?

Sales Tech Game Changers: How to Drive Effective Relationship Management

Smart Selling Tools

In this series, we ask Sales Tech Executives to describe how their solution can change a sales organization in a significant way. We call it Sales Tech Game Changers. Nancy: What are the top 3 ways your solution changes the game for a sales organization?

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

Sales Hacker

As a sales manager, your success is determined by the success of your reps. In fact, the majority of today’s sales teams consist of average performers. This drastically affects your over sales team performance bell curve. Repeating for each role on your sales team.

Thank You

No More Cold Calling

It’s been 10 years since No More Cold Calling ™ was published on April 14, 2006. Then they write and tell me their sales organizations have been transformed, with a close rate of well more than 50 percent. Director of sales strategy at a large B2B software company, Amy is tenacious.

Contradicting opinions on who generates leads

The Ultimate Sales Executive Resource

In contrast to this, CSO Insights in their Sales Performance Optimization – 2009 Survey and Analyzes, report that about 52% of the leads salespeople are working on, are self generated by the salespeople. In 2006 only 40% of the leads were self generated. One possible explanation for this discrepancy could be that a shift has already occurred how field sales forces are used. Lead Generation Sales Enablement Sales Management

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The Subtle Art of Follow-up

A Sales Guy

Everything that happens after your customer says “yes” is what separates sales leaders from the rest of the pack. Once a sale is made, salespeople can easily be intimidated by customer complaints. Sales Executive. Business performance coach since 2006.

A Conversation With Cory Bray: Developing Sales Enablement Methodologies

Costello

Cory Bray , coauthor of The Sales Enablement Playbook , Sales Development , and the recently released Triangle Selling. With a background in sales, finance, and operations, he’s crafted his experiences into a career in sales enablement. Demo management.

X-Factor Compensation Leaders: How to Be Incredible at Incentive Planning (Palo Alto Networks)

Xactly

Sales compensation is one of the most important components of sales planning. Sales operations and compensation professionals must compile a team to piecing together metrics and goals, which carries an incredible amount of responsibility. Time in sales compensation: 11 years.

The Sales Assessment Client Who Didn't Renew after All These Years

Understanding the Sales Force

Understanding the Sales Force by Dave Kurlan He has been a client of Objective Management Group (OMG) for over 20 years. He had a license to use OMG's Sales Candidate Assessments and, as most clients do, had renewed it each year. OMG Sales Candidate Assessment.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

Air National Guard Wins 3rd Annual Stevie® Award for Hiring and Recruiting Program of the Year

The Brooks Group

The Brooks Group remains among the sales professional's elite companies. The competition at this year's annual awards for sales and customer service once again featured some of America's top sales professionals and forward-thinking organizations. The Brooks Group and its IMPACT Selling® System were recognized as a finalist for Sales Process of the Year™ during the celebration hosted at Las Vegas' famed Caesar's Palace.

How to Become a VP of Sales by the Time You’re 30

Sales Hacker

Have you ever wondered how to become a VP of Sales? By the time I was 30 years old, I was working at Oracle (via startup acquisition) helping them build the #1 performing SaaS sales team in my region. At the time, I had two years as a VP of Sales under my belt.

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The Ultimate List of YouTube Channels for Sales Professionals

Zoominfo

With just the click of a mouse and a quick Google search, today’s sales reps have a whole host of resources right at their fingertips—resources that help them streamline and simplify activities like prospect research, sales outreach, and professional development. 2. Sales Hacker.

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. “Great Minds Thinking Alike About Sales!” We must have a sales process. So What Is A Sales Process? Can there be a downside to sales process?

PowerViews with Jill Konrath: Changing Buyers Require Retooled Sales Reps

Pointclear

Jill is an internationally recognized expert who is known for her fresh sales strategies and game changing approaches. She is also a frequent speaker at annual sales meetings, kick-off events, and professional conferences. And so, is it harder to make a sale?

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Guest Post: Your Own Personal Sales Academy

Jonathan Farrington

To look at the seven year history of Top Sales World is to see one man’s dream of collaboration and community come true. The man is Jonathan Farrington—whose vision for the development of sales forces now spans the globe. Top Sales Academy is one more connector in the Top Sales World.

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Guest Post: Make a List, Delete Excuses

Jonathan Farrington

One of my clients said he has banned the sentence, “Sales are down because of the economy,” out of his sales team’s vocabulary. Linda Richardson is the Founder and Executive Chairwoman of Richardson , a global sales effectiveness organization.

When Plagiarism is NOT Flattering

Your Sales Management Guru

The following blog is from a friend of my from TOP Sales Experts, a group of International consultants in Sales and Sales Management. Michael is highly skilled in effective, strategic management of sales, operations, administrative, and consulting professionals in addition to full operations and profit and loss (P&L) management… &# Etc. When Plagiarism Is NOT Flattering.

Advice for the New Sales Ops Leader

InsightSquared

During the last two months, I have had the opportunity to speak with nearly 200 sales operations leaders from all over the globe. In nearly every introductory conversation, the discussion quickly turns to the path each person took that brought them to Sales Operations leadership. .

38 Most Dynamic Women in Sales (The 2019 Edition)

Sales Hacker

There are tons of roundup articles about top women sales leaders. Most of the time, somebody does a LinkedIn search for “sales leader,” chooses the top 15 profiles with the most followers, and calls it a day. Then take a moment to celebrate all the amazing women in sales.

Guest Post: You Are One of Two Finalists – Now What?

Jonathan Farrington

Linda Richardson is the Founder and Executive Chairwoman of Richardson , a global sales effectiveness organization. She teaches sales and management courses at the Wharton Graduate School of the University of Pennsylvania and the Wharton Executive Development Center. Great news!

Do You Know Where Your Best Practices Are?

Jonathan Farrington

It is consistent and skillful execution of best practices that creates the true differentiation and allows for sustained sales success. In the best scenario the best practices should be mapped to the sales process and customer buying cycle. Linda Richardson.