Sales and Marketing Management
JANUARY 13, 2013
Issue Date: 2013-01-14. Teaser: Too often, flimsy sales forecasts lack visibility and fail to deliver the right number of correctly qualified leads needed to support target numbers. Here are four clear fixes that make sales forecasts more accurate and robust. Author: Dan McDade. read more
SBI Growth
DECEMBER 1, 2012
Do you want to increase sales and meet your 2013 goals? This is why we see forecasting and sales performance management baked into the sales process. Look into deal profitability, account potential, forecasting trends, etc. Hey, Sales Operations leaders. Unfortunately, many of these projects have failed to live up to their hype.
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SBI Growth
JANUARY 15, 2013
Will upper management be able to rely on your sales revenue forecasts in 2013? Many Sales Ops leaders I’ve spoken with are proud of a +/- 10% forecast accuracy. Let’s say the 2013 sales revenue target was set at an even $500 million. Your Q1 forecast calls for $120 million and you come in at $108 million.
Understanding the Sales Force
FEBRUARY 28, 2014
When I wrote this article, the Northeast corner of the US was being walloped by yet another snowstorm, which in this case, was very accurately forecast. We joke a lot about sales forecasts being no more accurate than weather forecasts but everything is relative. Inaccurate sales forecasts are legendary. And we can.
Understanding the Sales Force
FEBRUARY 28, 2014
When I wrote this article, the Northeast corner of the US was being walloped by yet another snowstorm, which in this case, was very accurately forecasted. We joke a lot about sales forecasts being no more accurate than weather forecasts, but everything is relative. Inaccurate sales forecasts are legendary. And we can.
SBI Growth
OCTOBER 25, 2012
Expense Reports, Additional Forecasting Reports). Expense Reports, Additional Forecasting Reports) - Added Sales Specialists and assigned a ratio of 5 sales reps to 1 specialist. Shifted activities like order entry and forecasting/expense reporting to them. Customer Issue Resolution. Administration (i.e. Administration (i.e.
The ROI Guy
JULY 9, 2013
To kick off 2013, Gartner predicted that the reigns on worldwide IT spending would loosen, forecasting an increase of 4.2% 2013 Challenges for IT Solution Providers Revenue growth is extremely important for IT solution providers, as this growth is required to sustain high valuation multiples and shareholder equity.
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