Guest post by John Rounseville We’ve all been there. It’s Friday afternoon after a busy week, or worse, Monday morning after a busy weekend. Your task is to compile a sales report for your manager. You check your notes from the … Continue reading
In our last blog post, we identified five key pipeline metrics that you can use to create accurate sales forecasts. Today, we will discuss how two additional concepts, baselines and trends, can allow you to improve forecast accuracy, compare your … Continue reading
“My forecasts are always 100% accurate. Unfortunately, my customers don’t always buy when they are supposed to.” — Anonymous Salesperson While customers don’t always do what we expect of them, sales pipelines do behave in a logical manner — as … Continue reading
The workday of a busy sales operations professional can easily take a person in many different and conflicting directions. Investigating various sales productivity solutions, pulling management reports from the CRM system, administering the latest sales contest, etc. With all these … Continue reading
Sales and seThe Devil Is In The Detailsrvice operations leaders tend to love data. I actually get excited when an Operations Analyst creates a new report in Excel or Salesforce and I get to see it for the first time- can’t click on the attachment or link fast enough! (What a geek!)
With that said, it is important to question before we act, when data and reports are involved. We must understand the critical details, to know how to use the report. The information should help direct us, but more research should follow, before we make definite conclusions. We may uncover missing information, errors or omissions. Continue reading
Closely monitor lack of customer activity, not just activity, to drive future sales revenue. Why? Renewal dollars often represent 70% to 80% of sales budgets and quota achievement. Saving “at risk” customers before they leave, allows you to protect this … Continue reading
Did you know that achieving 200% of sales quota could be bad? Yes; if the quotas were not set correctly, if sales are declining vs. growing in that territory, if all your business was compiled from renewal dollars, if the … Continue reading
HubSpot, Boston area marketers extraordinaire, just published an eBook titled, “From Prospect to Evangelist- Optimizing Relationships With Social Media”. Since the title combines sales and social media, I decided to give it a whirl. Here are the three, key concepts … Continue reading
We use many of the goals we set and metrics we calculate to make critical and complex business decisions, which can set an organization on a positive or negative trajectory. In addition, we use this information to calculate bonus payouts, … Continue reading
Have you ever asked your single friends what they are looking for in a mate? They usually come back with “the list”…..smart, nice eyes, good sense of humor, decent job etc. Very rarely will you hear just one thing. And, … Continue reading