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?
Understanding of the concept of committed opportunities and how they can affect forecast accuracy and quota achievement.
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.
Sales Managers attend many meetings, but this might be the most important one that many don’t do well today.
The 1:1 conversation between a sales manager and each individual on the team is the single biggest lever a sales manager has to improve his/her performance. But is your company’s infrastructure getting in the way?
Sales teams will spend a great deal of time doing Pipeline Reviews, here are 3 best practices to make the best out of them.