Drive Your Sales Team To Attaining Predictable Growth

VIDEO: The Secret to Accurate Sales Forecasting | Janice Mars | SalesLatitude
VIDEO: The Secret to Accurate Sales Forecasting

If your sales forecasts are based on pure luck or guesswork, then your close dates are constantly moving targets. This video explains why these challenges exist and offers tips for consistently accurate sales forecasting.

VIDEO: 4 Ways to Increase Your Pipeline and Improve Your Forecasting | Janice Mars | SalesLatitude
VIDEO: 4 Ways to Increase Your Pipeline and Improve Your Forecasting

Does your sales manager ask you to close deals this month or this quarter? Instead of forcing deals to close, view my latest video for 4 useful tips to build a robust, realistic sales pipeline.

Thanksgiving Weekend Reading List: Forecasts, Pipelines and Quotas | Janice Mars | SalesLatitude
Thanksgiving Weekend Reading List: Forecasts, Pipelines and Quotas

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.

3 Crucial Things Sales Managers Must Do to Boost Forecast Accuracy | Janice Mars | SalesLatitude
3 Crucial Things Sales Managers Must Do to Boost Forecast Accuracy

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.

Ignoring Your Pipeline? 3 Things You Must Examine Every Month | Janice Mars | SalesLatitude
Ignoring Your Pipeline? 3 Things You Must Examine Every Month

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?

4 Steps to More Predictable Sales Growth | Janice Mars | SalesLatitude
4 Steps to More Predictable Sales Growth

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.

It’s Your Job: 5 Things Every Sales Professional Must Do | Janice Mars | SalesLatitude
It’s Your Job: 5 Things Every Sales Professional Must Do

Do you know what your job is? Of course you must sell to make quota and drive company revenue. But there are a few more things you need to do to be a successful sales professional.

Will You Make Quota? What To Do If You’re Sweating It This Year | Janice Mars, SalesLatitude
Will You Make Quota? What To Do If You’re Sweating It This Year

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.

How to Stop Sandbagging and Overly Optimistic Forecasts - Janice Mars, SalesLatitude
How to Stop Sandbagging and Overly Optimistic Forecasts

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 Absolutely Sure of When and How to Focus on the Middle of the Funnel? - Janice Mars, SalesLatitude
Are You Absolutely Sure of When and How to Focus on the Middle of the Funnel?

Should you focus on the middle of the funnel, or the front? It’s not always an area that many sales organizations look at, yet so much happens there. Here’s a simple way to know when to focus on the middle of the funnel, and when not to.