For many sales persons and managers, reporting is one of the least enjoyed tasks and carries a high potential for conflict and frustration. I never met anybody who loves reporting, but for most of us it is inevitable. Sales people regard reporting as a waste of time because it is time which they could better devote to their customers. They often call it unnecessary … [Read more...] about Sales Reporting – Keep It Lean
Archives for April 2013
Most salespeople are aware of at least one, maybe more, sales methods. Methods spell out a consistent approach to some aspect of selling. The famous ones have passed the test of time and are ingrained through books and training programs. Most established methods deal with the tactical issues of how to win the sale—you are in front of the customer so what do you say or do to f … [Read more...] about Your Sales Methods – Are They Effective and Consistent?
This week in 1564, William Shakespeare was born. Now, I don’t want to presume anything but if he was writing today about sales, he’d be published here. Also, according to Johannes Kepler, in 4977 BC, the universe was born. Not sure we’d invite Johy to expound that theory here. Monday - Does the Solo Sales Rep Need Sales Automation? SFA is not just for big companies and sales te … [Read more...] about The Week In Review – April 28, 2013
Ed. This week we’re bringing back Chris Hamoen’s very popular article on why stage-based forecasting doesn’t work. Yes, Chris demonstrates categorically that it doesn’t work and can get you into forecasting nightmares. Forecasting by sales cycle stage has become an epidemic of sorts – almost every CRM software company out there uses this method. So what is it, and why is it so … [Read more...] about Stage-based Forecasting – Why It Doesn’t Work
Last July, Accenture released a report called "Connecting the Dots on Sales Performance" which drew some conclusions from a study on that they conducted on sales performance optimization. The top priorities were: 1. Increase sales effectiveness. 2. Increase revenue. The bottom of the list included increasing renewals, reducing sell cycle time, and optimizing lead g … [Read more...] about The Accenture Sales Performance Study: Sales Effectiveness Gets Some Respect