Working with sales leaders who struggle with understanding the true state of the deals in their pipeline is an every day occurrence for my team and I.  Many rely on information from their sales reps through phone calls, emails and meetings to gage how individual deals are progressing along combined with hours of digging through CRM data. ...

  When I train sales manager to use TopOPPS, many want to focus on how to use TopOPPS for their one-on-one meeting with their sales reps.  It’s my experience that sales managers fall into two general camps when it comes to prepping for their one-on-ones: managers will spend time in their CRM gathering data or managers will not prep for their meetings and “wing it”.The first group will spend time in multiple CRM reports to get a better understanding of how their rep is performing while the second group will learn how their rep is performing only in their meeting. ...