We’ve been researching and studying and analyzing the sales process and methodology for a long time. Back in 1999, our CRM was called MODE and consisted of three modules: FIND for marketing; TASC for sales; and CARE for after-sales support and service. TASC was an acronym for Territory, Account, Sales cycle, and Contact, and it incorporated the ASPEC technology, although it w … [Read more...] about The TASC Top 10 – Number 2 The local weatherman puts your forecasting to shame.
In America, it's April 14th, (April 29th in Canada and Brazil, May 30 in Germany, and June 29 in Papua New Guinea) and your income taxes are due tomorrow. You don't want to do them, but you have to. They will be wrong, but you don't know how wrong. You will cheat and hope you don't get caught. There are expensive professionals and cheap software that will do it for you and give … [Read more...] about Does Your Sales Forecast Help You?
A popular post I wrote after the launch of the SalesWays Hub was called "Stage-Based Sales Forecasting – It Doesn’t Work." In it I discussed specifically why it's a terrible idea to tie probability directly to a linear sales stage. Probability isn't necessarily, or even generally, tied to where you are in the sales process. Milestones in the sales cycle do not govern your chanc … [Read more...] about Stage-based Sales Forecasting – Why Won’t this Concept die?
The competition is rarely doing nothing. It’s best to assume in any sales situation that the competition is doing at least as good as you are, and maybe better. Selling is about winning against competitors—people like you, from companies like yours, with products or services that are, in the customer’s eyes, in the running for the deal that’s currently going down. Competition i … [Read more...] about The Competition Is Doing Nothing
Ed. We’re bringing back one of the most original excuses for a bad forecast ever, and some discussion of the difficulties sales managers have with normalizing the forecasts of their whole team so they get an accurate overall forecast. The most original excuse I've ever heard for an inaccurate forecast: the hooker wrecked it. It’s absolutely true. First-person true. It was act … [Read more...] about Bad Forecasting – My Best Excuse