sales analytics
Better sales forecasting - a very short primer
Ask any B2B manager about the joys of sales forecasting. Most likely, they won’t respond “I thought you’d never ask!” and excitedly explain how much they look forward to it every quarter.
Sales Performance Management: Finding Your Sales Rhythm
The fact that 41.9% of sales people fail to reach their targets brings out the importance of finding your team’s winning rhythm. Ever wonder how rowing teams always keep their strokes in sync? The secret is that their seats slide along a rail and they’re all connected. The coach establishes the optimal rhythm and the winning team is the one that best follows it.
3 reasons you are wasting time on the wrong deals
Distractions. Noise. Feeling overwhelmed. We all face overflowing inboxes, distracting social media feeds and incredible demands on our time. Today’s B2B sales people are no exception – on the contrary, we are facing ever growing quotas while simultaneously needing to spend more and more time on administration and other non-sales related activities.
Are long sales cycles better?
According to Miller Heiman Institute’s 2015 Sales Best Practices Study, world-class sales teams report longer sales cycles. About 18% more world-class sales performers report longer sales cycles, compared to previous years. This can be surprising when we normally see shorter sales cycles as a sign of good sales performance.
How to ramp up new salespeople
The average cost of a failed ramp-up or miss-hire can be six times base salary for a sales person and 15 times base salary for a manager, according to the book “Topgrading,” by Bradford Smart. Also, considering that almost half of all salespeople don’t reach their targets, the importance of effective recruitment and ramp-up should be a topic in focus for sales managers.
5 tips to high performance sales coaching
One of the most important aspects in high performing sales organizations is sales managers’ ability to coach and give effective feedback. This was one of the main findings in ProSales research, “Performance management in B2B sales.” But how can sales managers coach and give feedback effectively? Here are 5 tips to get the best out of your sales performance coaching efforts.
