How do you create a sales forecast? If you are still looking at numbers reported by reps and keeping your fingers crossed that they will hopefully hit their quota, it’s time to make a change. Thirty percent o...More About "How to Utilize Data to Improve Your Sales Forecasting"
If you are reading this section of our Sales Performance Methodology, we can assume that you have planned, executed, and seen results from Phases I and II. If not, you can find the previous chapters here: Ch. 1...More About "SPM Ch. 6: A Culture of Continuous Sales Performance Improvement"
The art of selling has shifted dramatically with time and technology. Half a century ago – and really until after the year 2000 – selling was held as an “art” or natural ability, and good salesp...More About "SPM Ch. 1: The Problem with Sales Performance Data"
Sales managers often feel that they lack valuable information on the call effectiveness of their sales and marketing efforts. However, there is not a lack of data, but rather too much data that is neither tar...More About "SPM Ch. 2: Limited Visibility into Sales Performance Data"