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.
Thanksgiving Weekend Reading List: Forecasts, Pipelines and Quotas
8 Crucial Questions that will Make or Break Your Quota
You’re feeling pretty good about a deal you have forecasted to close soon. Then your management asks a bunch of questions. Do you know the answers? Will your answers make or break your quota? Ask yourself these 8 important questions. Attaining your quota depends on it.
Why You Should Take off Your Rose-Colored Glasses in Pipeline Reviews
If you look at your sales territory/account as your business and your pipeline as your revenue stream, then why do you keep deals in your pipeline that should never be there? Forecasting accuracy can easily be managed if you take off your rose colored glasses in pipeline reviews.
Either In Your Pipeline or Out
For those of us who have a fiscal year-end, the fourth quarter is now upon us. It’s time to take a serious look at whether or not deals should be in or out of your year-end pipeline. The probability of closing a deal that is not in your pipeline is slim to none since many …
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