Force Management
FEBRUARY 22, 2024
Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.
Steven Rosen
MARCH 1, 2024
This crucial yet arduous task is often met with the same enthusiasm as a dreaded dental appointment, leading to avoidance behaviours that undermine pipeline health. Yet, this reluctance can be transformed into proactive engagement with a focused coaching approach.
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Partners in Excellence
NOVEMBER 2, 2023
Too often, I hear the lament, “I don’t have the time to coach!” Endless forecast and pipeline discussions–usually between managers and not with people. We talk about pipelines. They see pipelines are anemic. The universal response to anemic pipelines is, “They need to do more prospecting!”
Partners in Excellence
SEPTEMBER 16, 2022
Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?
Partners in Excellence
MARCH 13, 2023
The sales pipeline is, perhaps, one of the most misunderstood things in selling. We know the pipeline is critical to helping us answer the question, “Are we pursuing enough opportunities to achieve our goals?” ” We harass sellers to use CRM, keeping their opportunities updated so we can track our pipelines.
Mindtickle
OCTOBER 21, 2022
Every company has aspirations for a sales coaching culture, where frontline managers have the time, tools, and expertise to meet the individualized needs of every revenue producer, and align instruction with company-wide goals. First steps to building a coaching culture. Using Mindtickle to reinforce a sales coaching culture.
Partners in Excellence
AUGUST 10, 2023
We (including me) spend a lot of time talking about the importance of coaching/developing our people. Unfortunately, high impact coaching is rarely done. If we “coach,” too often, it isn’t a collaborative discovery/learning process. Their own managers aren’t great role models, as coaches.
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