sales process
Sales pipeline or pipe dream?
Monday mornings start off with sales meetings and the infamous sales pipeline review. The sales manager interrogates, the salesperson fabricates and the CFO wonders how she can run a company when the sales department isn’t able to accurately forecast sales. So what’s the answer?
How to design a sales process for complex sales
Despite compelling evidence that companies with a sales process sell more, many don’t have a documented one that is consistently executed by everyone. If you don’t have a sales process, this blog post will get you started.
“Checking in” is not a next step!
For those of you that know me, this won’t be a stunning confession, but I really struggle with my impatience. I try to rein it in–I’ve stopped tapping my pen, incessantly, on tables in meetings (though my legs are bouncing up and down under the table). I’ve learned to count to 10–well maybe 100, before jumping in on a review. But my tolerance level for waiting is virtually non-existent.
Can checklists increase your sales by 20%?
I just read a fascinating book called “The Checklist” by surgeon Atul Gawande. The advice in the book is 100% applicable for sales leaders who are looking for ways to improve processes that positively impact performance.
Why does leadership accept a 41.9% failure rate in sales?
In CSO Insight’s study “Sales Performance Optimization - 2015 Key Trends Analysis,” there are alarming data showing that sales effectiveness, despite picking up after the financial crisis of 2008, has actually fallen since 2012.
Is “quote, chase and pray” your sales playbook?
I just met with sales leadership at two respectable companies with yearly revenues in the billions and was completely blown away with the lack of structure, follow-up and ambition when it comes to b2b sales effectiveness.
