10-minute Conversation Ensures Your Sales Project Doesn’t Blow Up or Stall Out

When a quarter ends in a way that does not meet expectations, you’ll find no shortage of ideas to spin up new sales initiatives. Ideally, a project will have both immediate and lasting impact. But, too many fizzle out on the white board, get implemented half-way or just fade away. Here’s how to choose and execute a winner.Continue Reading

Use this Simple but Powerful Technique to Shape Sales Culture

Voice of the customer- How to represent the sales force

Do you feel like you spend a lot of time representing sales in cross-functional meetings?

91% of sales operations leadership positions consider it a primary job requirement.
Keep headquarters in synch with the needs of the field and customers and you are on the path to a healthy sales culture focused on winning and not internal strife.

Are you effective? How do you know?
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Pipeline: 5 Ways to Determine if You Measure Up

Sales Pipeline KPIs

 

“We have a sales execution problem.”

 

One simple question asked across the conference room table from the CEO of software company, “Why am I here?” The most common response?  You got it. If we drill down a bit further, we might hear:Continue Reading

3 Ways to Add Value to the Forecast Call

Adding Value to Sales Forecast Call

 

 

“Average Close Rate for Forecast deals is 46%”

 

 

 

ActivityBetOdds to Win
source: CSO Insights
CrapsPass Line48%
RouletteRed47%
Sales ForecastClose Rate46%

Why? Closing new business is challenging and sales rep optimism is just part of life. Would you really want hire a pessimistic sales person? The weekly forecast meeting is a big part of your sales culture and a necessary check and balance. Use it to:Continue Reading

3 Reasons You Are Not on the Weekly Sales Forecast Call

Sales Forecast Call

Preparing reports and metrics for the weekly forecast call are minimum job requirements. Becoming an active contributor will do more to increase your understanding of the business and your strategic value to the company than anything else you can do.

 

Weekly Forecast RoutineContinue Reading
+Neal Murphy +ESO