Different Lenses, a regular feature of The Sales Operations Blog, is a series of blog posts that presents two different perspectives on how to tackle various sales challenges. By looking at a different problem each month, first through the lens … Continue reading
Much of the work we’ve done as sales productivity consultants assisting clients with their sales plans has been done primarily with sales management. While this may have been appropriate in the past, the rise of sales operations as a critical … 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
In an earlier blog post I wrote about the increasing popularity of Sales Trigger and Event services for salespeople. I think they’re very cool! Last week, when I attended the Sales 2.0 conference in Boston, I got a chance to … Continue reading
World class sales organizations know their Sales Process: They understand best practices, consistently review, fine tune, and leverage sales technology/CRM as part of the support infrastructure. A clearly defined, successful sales process, when consistently followed, can be THE key to … Continue reading
Having good data, often called clean or sellable data, is mission critical to a sales organization. This must be on your priority list! Just like humans need healthy blood flowing through our bodies to stay alive, sales organizations need healthy … Continue reading
If you are in charge of a CRM software implementation or adoption project at your firm there are many techniques to consider to help ensure your success. Although every business is unique, the following CRM implementation suggestions could be considered … Continue reading
Most sales organizations leverage some type of CRM (customer relationship management) system to help manage their business activities. And, like any process or system, there are some employees who embrace and adopt and others who don’t. I’ve personally been involved … Continue reading