Weighted Forecast: Objective Science or False Sense of Security?

Salesforce.com Expected Revenue Chart The one mistake that causes the greatest loss of political capital and confidence is an unexpected drop in the sales forecast that occurs after week 8. Once the executive staff loses confidence in the sales forecast, decision-making deteriorates and the company risks turning a single miss into a downward spiral. The weighted forecast (or expected revenue) gained traction as an objective method for the CFO to do a quick check on whether the company could afford to believe the sales forecast when getting it wrong could crush share price or trigger a RIF. A purely objective forecast where responsibility falls on the “model” and not the individual manager has a great deal of allure, especially when it comes time to CYA.Continue Reading

Sales Compensation Software: 2 Qualifying Questions

Sales-Compensation-SoftwareThis question was posed as a follow-up to a previous article on enterprise sales compensation and discussion in the LinkedIn Sales Operations Group.

One of the first AppExchange add-ons to Salesforce.com most of us consider is automating the labor intensive, error prone sales compensation process. But, like most IT projects, automating a bad compensation system just moves you further from your goal and trades one problem for another.Continue Reading

Sales MBOs – Never Mistake Activity for Achievement

Sales MBOsA Director or Sales Operations has better than a 50/50 chance that she will write and evaluate her own MBO this quarter. Sales VPs are notoriously bad at administering MBOs. It is a fire drill early in the quarter, forgotten for a few weeks and an administrative headache on the back end.

The argument in favor of MBOs for sales people begins like this:Continue Reading

10 Summer Projects to Stay Ahead of the Power Curve

Sales Operations | Summer ProjectsThe dog days of summer bring both challenges and opportunities for the sales organization. Whether you are at the start or midway point of the fiscal year, July and August are a good time to assess the current situation and take advantage of the slower pace to set your company up for autumn success.

Summer vacations ensure that for the next 6 weeks, you won’t be able to assemble your full sales staff. Likewise, sales opportunities progress slowly because prospects face the same problem with approvals and decision-makers. Instead of accepting excuses for what can’t be done, be creative and find a way to get an edge. Continue Reading

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

+Neal Murphy +ESO