View all Sales Training Newsletters

  

View All Newsletters

 
 

How Are You Gaining Insight Into Your Sales Forecasts?

 
 
 

Sales leaders and managers face increasing pressure to accurately forecast and produce results. With greater frequency, clients are asking for help to identify and implement a structured sales process that is tied to customer behaviors and that drives business results. But historically, sales leaders and managers rely on “lagging indicators” (sales reports, etc.) to monitor critical sales metrics – putting sales leaders and managers in the position of trying to drive results forward by looking in the rear-view mirror.

Sales leaders and managers face increasing pressure to accurately forecast and produce results. With greater frequency, clients are asking for help to identify and implement a structured sales process that is tied to customer behaviors and that drives business results. But historically, sales leaders and managers rely on “lagging indicators” (sales reports, etc.) to monitor critical sales metrics – putting sales leaders and managers in the position of trying to drive results forward by looking in the rear-view mirror.

The article will provide compelling and relevant information on how:

An effective sales process must be aligned to the customer's buying behavior - which has changed significantly in the last three years.
The best way to create healthy pipelines is by closely linking customer's level of engagement with specific sales stages.
The customer's level of engagement determines where and how fast opportunities move.
Salespeople are held accountable for generating client engagement throughout the sales process.
Sales managers increase their coaching impact by shifting their focus to the "critical few" client behaviors that make or break a deal through the sales process.

Richardson  

 

 
 

Feb. 16: Coaching Redefined: A New Look at What Really Motivates Employees

Feb. 23: Virtual Training in the World of Multitasking

Feb. 28: Capture the Flag: Why Learning and Development Should Drive Informal Learning

Mar. 19: Free the Idea Monkey … to Focus on What Matters Most!

Apr. 10: Defying Conventional Wisdom

May 14: Innovation Without Boundaries

 
-


 
 

Recent Blog Posts:

 
Dr. Michael G. Cassatly

Keep the Money in Your Pockets!
February 14, 2012

 
Tim Sosbe

United We Stand: Consolidation, Talent & Training
February 10, 2012