by Janice Mars | November 22 2018 | 0 Comments

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.

by Janice Mars | November 15 2018 | 0 Comments

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.

by Janice Mars | November 08 2018 | 0 Comments

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?

by Janice Mars | November 01 2018 | 0 Comments

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.

by Janice Mars | July 26 2018 | 0 Comments

You are now a bit past the mid-year point to make quota if your fiscal year ends December 31. Do you have enough in your pipeline? Are your deals realistic? Here are a few tips to help you get there regardless of where you stand now.

by Janice Mars | July 12 2018 | 0 Comments

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.

by Janice Mars | February 22 2018 | 0 Comments

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.

by Janice Mars | November 16 2017 | 0 Comments

Something horrible happened to that solid deal in your forecast – sudden change. What will you do differently this time to offset sudden change, protect your pipeline and increase quality going forward?

by Janice Mars | August 24 2017 | 0 Comments

Do you have a quality sales pipeline? Start with these five proven steps and you’ll be well on your way to a pipeline that consistently gets the best results.

by Janice Mars | August 03 2017 | 0 Comments

As a sales professional, your job revolves around your pipeline. Here are 5 tips to ensure you crush your quota by working and closing deals the right way, while also build a quality pipeline and foundation for future deals.