Pipelines & Forecasts

Two recent announcements show growing interest in developing and coaching sales people, as well as the need for sales managers to reallocate their time to not only complete their own tasks but also help their sales people improve their performance.  Included in Sales Dot Two Inc.’s announcement of the agenda forContinue Reading

During the last sales management training session I facilitated, one of the mangers in the room stated that based on analysis of their pipeline data, “We win in 61 days, and we lose in 186 days.” This reinforces the importance of establishing qualifying criteria early on for both marketing andContinue Reading

I recently read “Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance” by Jason Jordan and Michelle Vazzana. The authors present a central premise that is so obvious but it’s one I see routinely ignored in sales management: You can’t manage to revenue results. Or, asContinue Reading