What is the ideal number of opportunities that we should have in our sales pipeline? If there are too many, we run the risk of not having enough time to devote to them all, and if we have too few, we may not achieve achieve our sales targets.
CJ Warstler, Director – Sr. Consultant, Sales Performance [...]
Business owners and managers usually spend most of their time managing their operations to make their businesses work. Business scalability is compromised to maintain cash flow. The most difficult challenge of the business owner or manager is to create free time – to work on strategies to scale the business, or to just enjoy the [...]
Emily FITZGERALD has an interesting post on the secret behind effective sales management:
The secret behind effective sales management is simple: manage activities and measure results. Sounds simple but the misunderstanding lies in the fact that the link between activities and results is very short in demand fulfillment functions (entering customer orders today means shipping more [...]
Earlier, the weighted value for each project or opportunity in On2Biz was calculated by adjusting the opportunity value by the probability of closure, that was calculated at each milestone based on the historical movement of opportunities in the pipeline. This was giving us inconsistent results in many instances. In addition, the value did not account [...]
Managing your sales process is expensive. And if you are in the information technology or related industry, you are not alone. Carl Rahn Griffith, founder of egoboss, a highly respected consulting and advisory firm in the information technology industry comments on his blog:
Across the tech vendor community, approximately 50% of marketing investment is allocated to [...]
In the previous post on sales performance analysis, we talked about how certain key performance indicators can be used to measure sales performance.
Now armed with some of the feedback from users of On2Biz and further validated by a great post by Lori Grant on Smart Lemming, there is a new sales metric on the On2Biz [...]
Conventionally, sales performance is measured by the value of orders closed. Sales persons are assigned targets, and their incentives are based on their ability to meet these targets. However, merely meeting targets does not ensure consistency of sales performance, effective utilization of sales resources, accurate target assignments, or effective sales conversions.
This article shows how the [...]
As individual sales persons, we are quite adept at managing our sales process. We have been doing pretty well without any “systems”. So why do we need one?
The simple answer: To grow your sales! You can drastically improve your sales performance. Not just tweak it, but take it to the next level!
Managing customer relationships is [...]