Say What? Only 57% of Sales Reps Make Quota? Free Download
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There’s no doubt that making quota and forecasting accurately are top of mind for both sales reps and managers this time of year. Here are my top blog posts for 2018 on sales forecasts, pipelines and quotas that highlight best practices and the right path to sales success.
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.
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?
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.
For each email, phone call, proposal, demo or any other buyer interaction, what if you focused on the buyer and not on you, your product/service or your company? You will be well on your way to being a top performing sales person.
Many of the same things I coach around big, complex B2B sales are very similar to what companies are teaching their teams when it comes to B2C sales and customer service. Here’s what a window washing company taught me.
To those sales leaders who are currently reading this while in a team meeting or workshop − remember that you set the standard for your team. No one can multi-task as well as they think. Set a good example and others will follow.