Why discipline in Rep to Manager conversations matters

Why discipline in Rep to Manager conversations matters

Are you confident about the forecast being presented at the closing of this fiscal quarter? What excuse will you give in your business review meeting following the quarter’s end, knowing the results are painting a totally different picture from the recent forecast?

There could be many reasons why the forecast was not accurate, and I am not planning to address all of them in detail. However, this blog post will provide a framework to help your managers do a better, more consistent job of presenting the forecast that avoids embarrassing follow-up questions and conversations.

Video: Having 1:1s doesn’t mean Sales Managers are coaching

Video: Having 1:1s doesn’t mean Sales Managers are coaching

Did you know that there is a negative correlation between top-performing sales reps promoted to management roles and their team’s subsequent sales performance? 
Executives promote high-performing reps assuming that they’re capable of dealing with the managerial role’s complexity and replicating their previous success as individual contributors. 
But, only a few companies invest enough money and time to train promoted managers in how to lead their teams effectively.

Should your company adopt a sales methodology and a sales process? We say yes.

Should your company adopt a sales methodology and a sales process? We say yes.

You are probably thinking: “Why should I spent time building a sales process and adopting a complex sales methodology at this stage of my company? We are growing fast, beating our forecasts at every quarter, and need to prioritize hiring more salespeople to manage the volume of leads.” Sales process and methodology are usually undervalued by sales leadership. The reality is that the growth factor obscures one of the most important measurements of successful business: sales productivity.

 

How Does the Customer Drive a Strategic Sales Process?

How Does the Customer Drive a Strategic Sales Process?

There’s something boring about defining and using a sales process in your sales management practice using a CRM. Many see this effort as an administrative requirement from finance and senior executives to report the weekly and monthly forecast. But you need a process that allows you to assess the risk by understanding the actions that the customer took to determine which solution would solve their internal pressures. The most accurate way to forecast a deal is to map out your sales process based on your customers’ buying activities (sometimes called the “customer journey”).

How to leverage sales tools to establish sustainable coaching practices and enhance productivity

How to leverage sales tools to establish sustainable coaching practices and enhance productivity

You’re wondering: Why is my sales team losing the productivity battle when we have built processes and invested in tools to help us manage our time and focus on the right deals? I’m sure you made an effort to define core operational metrics for your sales team and prepared reports and dashboards to help them to focus their energy and attention. But you recently increased the sales budget and suddenly don’t feel confident that your team can achieve the new quota, even after investing in the latest tools to support productivity.