Video: Never miss your forecast again

Video: Never miss your forecast again

You have invested deeply in building a high-performance sales team by hiring top sales managers and reps, you acquired a CRM and best of breed tools to support the Rep's workflow in the most efficient way, you have trained them and you also hired a strategic and analytic team to play the role of Sales operation/enablement…then after all these investments,

why are you still missing forecast every quarter?.

Video: Do you really need a sales process and methodology?

Video: Do you really need a sales process and methodology?

Why should I spent time building sales processes and training my reps in the right sales methodology when I should be focusing in hiring more reps to manage the volume of new business.

A simple reason: because a business exists to be profitable and Sales Productivity must be part of any Leader execution.

It's better to start early on optimizing for productivity now, before you lose control of your business in the long term.

Today, I want to give you tips in how to jump start in a well-define and adopted sales process and methodology.

Video: A strategic approach to the CRM

Video: A strategic approach to the CRM

You and I know the value that the CRM brings to your sales management effort and to the orchestration with other internal groups (like Services and Marketing).

You want the CRM to be the version of the truth about everything that is going on with your customers and prospects because that allows you to understand them better and improve your forecast and business plans.

However, it is not that clear for your Sales Reps, and if you don't do something for the them to see the value, then reaching that single version of the truth will be very difficult. How can you create the sales excellence culture around your CRM?

Video: 5 strategies to improve CRM Data Quality

Video: 5 strategies to improve CRM Data Quality

I hear from many sale leaders: "The data quality in my CRM is bad. I don't trust reports on performance metrics…You know garbage in, garbage out". Any effort to improve data quality is diminished due to the Reps complaining about the productivity hit of the performing data. This leads to stress and frustration, in particular to your sales managers who are stuck in the middle between reps and upper management. How should you tackle this issue knowing that you still need a version of the truth in your pipeline and your accounts?

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.