Did you know that forecasts provided by your sales managers and leaders are no more accurate than just flipping a coin? This post discusses why pipeline management (also referred to as pipeline review) works hand in hand with your forecast approach, and how it can benefit your sales organization.
You are attending your weekly forecast meeting to hear your sales managers share the opportunities their teams plan to close by the end of the quarter. After the quarter’s end, you face a major gap between the forecast provided a week ago and the achieved revenue, and you ask yourself: How could this have happened?
A sales process is different to a sales methodology, but do you and your managers know how they work together and complement each other?
If coaching is the single biggest lever a Sales Manager has to improve performance of a team, how do you know if it’s effective beyond lagging indicators like quota attainment?
Understanding of the concept of committed opportunities and how they can affect forecast accuracy and quota achievement.
Why did we pick Salesforce as our platform after many years of professional careers at Microsoft? What opportunities did we see by committing to Salesforce.com? And why did we build […]
The main job of a Frontline Sales Manager is to coach their team, but how do you measure if they are doing a good job? We explore what you should measure to drive consistent improvement over time.