sales management
Why set up a win loss review process? (#1/3)
“I’m sorry but we’ve decided to go with Company X, instead of you. Thanks for all your hard work”. As a sales professional, hearing this statement from a prospective client can be a bitter pill to swallow, particularly after a long and complex sales cycle.
How to stop the sales department hire and fire cycle
Early in my career as an entrepreneur, I struggled to improve performance on my sales teams. Like many people responsible for sales teams, I hired and fired repeatedly, looking for the rock star performers who could make the organization succeed.
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.
