sales management
Why You Should Stop Tracking Win Rates (And What To Track Instead)
Traditionally, after gross revenue, tracking win rates is one of the most widely measured metrics in sales. Many studies and research projects focus on tracking win rates as a key performance indicator, and the prevailing vision is "the higher, the better." And any of my clients routinely track win rates, too.
When Less Is More!
We have a complexity crisis in our organizations. There is no place where it hits harder than in the sales organization.
Connecting the Dots: Sales Coaching Leads to Quota
If you want sales coaching to take root in your organization, it has to align with the real-world priorities of sales managers. So what is the top priority for a sales manager? Hitting the sales numbers is king, of course! When coaching is connected to goals and objectives, sales managers will naturally make it a top priority.
Proven Ways to Grow Revenue with Pipeline Management
Since so many companies have sales pipelines, you’d think that there’s a well-worn set of pipeline management best practices out there commonly used by sales managers. Even if that is the case–and I don’t think it is–do you know how many sales leaders struggle to manage their pipelines? An overwhelming majority, apparently.
Ever Wonder If Procrastination is Killing Your Sales?
It is said that the number of people procrastinating has tripled since the 70s. One thing that is not a secret: Procrastination is a problem for sales teams. Procrastinating prospects lead to stalled sales that never close. Worse, procrastinating salespeople stall out on sales that ought to close. Worst, the problem is often difficult to identify clearly and even harder to remedy.
The Dance Between Strategy and Sales Execution
Many companies are going through their annual planning process. As the business unit head, you and your team have put in hundreds of hours building your marketing plans, analyzing trends, developing key tactics and building and revising slide decks.
