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    How to make win/loss analysis more useful

    Win/loss analysis should be a critical tool for improving sales force effectiveness, yet many organizations only analyze some of their wins and losses, and the focus is often more on the losses than the wins.

    Speed Limits, the Flow of Traffic, and Sales Pipelines

    I don't get stressed anymore when I'm driving. All it took was for me to not exceed the speed limit.

    Is this the most counterproductive sales metric?

    If we’re driven by data and interested in statistics, there are a wide range of sales metrics we can choose to monitor. Assuming that we have collected the data in the first place, we can measure win rates, sales cycle velocity, changes in deal value or close date and all manner of other indicators.

    Opportunity qualification is a continuous process

    If you’re involved in complex, lengthy and high-value B2B sales environments, you can’t afford to regard opportunity qualification as a one-off exercise. You need to think of it as an ongoing process, in which you continually accumulate new learning as well as regularly revalidating any previous assumptions.

    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.

    sales pipeline management

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