A Sales Guy
JUNE 28, 2012
The sales pipeline is the most important sales management tool there is. Everything happens in the pipeline, or at least it should. The sales pipeline is like the hard drive of a computer. The key to fast and efficient sales pipeline is preventing crap from clogging it up. Inaccurate data.
A Sales Guy
JULY 11, 2012
Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management.
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A Sales Guy
JANUARY 2, 2012
The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Sales leaders, pull out your 2012 sales strategy right now. Sales teams are not ready made, out of the box organizations.
Anthony Cole Training
JANUARY 19, 2015
Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Sales taking too long. What are our current sales capabilities?
A Sales Guy
AUGUST 2, 2013
Unfortunately sales seems to view things differently. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. Beyond the quota attainment, sales does little to track, measure and embrace the statistical nuances of selling. How long do deals sit in the pipeline?
A Sales Guy
JULY 10, 2013
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.
A Sales Guy
JULY 2, 2012
This is a follow up to my post last week on moving things through the pipeline. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. You can read it here.
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