Size isn’t everything: why more revenue often flows from smaller pipelines
One of the abiding urban myths that misinforms sales pipeline management is the idea that sales people need at least 3x pipeline coverage in order to achieve their quota. Where this “golden number” came from, nobody seems to know, but it’s a fair bet that it dates back beyond the Neolithic.
Salesforce — the most expensive rolodex in the world?
At a base price of $25 per user per month, Salesforce looks on the surface like a can’t-go-wrong affordable investment for any sales team.
3 Reasons Sales Managers Fail to Coach
When it comes to sales managers coaching their sellers, there is a significant gap between what companies intend to do and what they end up doing. Here’s a look at what’s going on and how to make your training dollars work as you intend.
Three sales assumptions costing you millions
The sales profession is undergoing an exciting transformation, but is challenged by some pretty bad assumptions. These assumptions underlie the ongoing struggle to combat global declines in sales effectiveness.
Why every sales opportunity needs a regular risk assessment
If you were working in the health or social services, or in the nuclear, aerospace, oil, rail and military industries, you would be well aware of the need to perform risk assessments on a regular basis wherever there was a serious threat of a hazardous situation.
Introducing the sales effectiveness manifesto
“We hold these truths to be self-evident”: Thus begins a document that every American schoolchild knows. The document would inspire an army to fight for a new nation that would one day become the most powerful in the world. It is a document that changed history.
