Remove Forecasting Remove Management Remove Sales Leadership
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Why Your Sales Team Isn't Performing As Expected - Part 4

Anthony Cole Training

They have also adopted the Sales Managed Environment® and Effective Sales System as their own. How well are our sales leadership strategies aligned? Can we improve our pipeline and forecasting accuracy? Can we improve our sales culture? Source: Objective Management Group, Inc.

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8 Ways You Can Improve Your Sales Forecast

Anthony Iannarino

You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly difficult. However, some factors can help you dial in your sales forecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.

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What You Don’t Know About Your Pipeline That’s Killing Your Sales

A Sales Guy

They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. But, also like most sales organizations, when it comes to crunch time, when it comes to the end of the quarter, your pipeline fails you and you’ve missed your number again. Pipeline Sales Leadership'

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The 4 Different Ways Sales People See Revenue Projection

A Sales Guy

Sales people see revenue projection in 4 ways. Forecast – The amount of revenue the organization/management budgeted for and expects to get. Commit – The amount of revenue the sales person tells management they ARE going to get. Expect the forecast. Demand the commit. Coach to the BHAG.

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Do You have Sales Deal DEBT? [Message to Sales Leaders]

A Sales Guy

Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number.

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On the Verge of Sales Success

Anthony Cole Training

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

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Sales Incentives Shouldn’t Be Used as Motivation to Close More Deals

A Sales Guy

A few obvious things: A shitty sales team. The wrong sales people in the wrong roles. Poor sales leadership. Poor sales support. They can be used to drive “new” behaviors like improving forecasting accuracy. A good sales team comes to the table motivated. It could be a lot of things.