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The fiscal year for many sales people ends in less than six weeks. There’s no doubt that quota and forecasts are top of mind for both sales reps and managers. What better time to catch up on your reading than Thanksgiving weekend to help you focus when you hit the ground running next Monday?
Here are my top blog posts for 2018 that cover sales pipelines, forecasts and quota to remind you of best practices and hopefully put you on a path to greater success this year and next. Happy Thanksgiving and enjoy the long weekend!
Do you have enough in your pipeline to make quota if your fiscal year ends December 31? Are your deals realistic? Here are a few tips to help you get there regardless of where you stand now.
What is your barometer for success? It should be all about working the right deals, at the right time. If you suspect your pipeline was built in fantasy land, then I have some news for you.
Which of your sales reps are sandbagging or overly optimistic about their forecasts? Here are five key questions to ask them when you think they may lack the right skills to forecast accurately.
Are you resigned to the fact that you are not going to make quota? Or just plain scared? If either of these sounds like you, then let’s see what we can do about it. Here are four easy steps to ensure you get you to quota and well beyond.
You should be spending 30 minutes each month to review three key aspects of each deal in your sales pipeline. But for some reason, it’s not a top priority for many reps. How often do you take a hard look at your pipeline?
Sales managers, take note: The best way to get sales people to take forecast accuracy seriously is to train and coach them on best practices and why it is important to them. Here are 3 key things you need to do to increase forecast quality.