This blog focuses on the second part of the Sales Management Process, the sales forecast calls.  The last three blogs focused on Sales Coaching and One-on-Ones, the first part of four parts that make up the Sales Management Process.     A Word of Caution Both One-on-Ones and Forecast Calls are weekly meetings, but don’t make your One-on-Ones the forecast call.  One-on-One time is for the sales rep.  This is the sales rep’s  sales development time.  It is your time to help them become  A-players.  The Sales Forecast Call is all  ...

ST. LOUIS, Dec. 5, 2018 /PRNewswire/ -- Independent Research conducted by Washington University in St. Louis CELectteam found customers using TopOPPS AI for Sales Forecasting and Pipeline Management were able to: ...

Check Out All of the Excitement from DRIVE 2015! ...

This may seem like a silly question - everyone knows what a sales process is, right? ...

Inaccurate sales forecasts are a great way to kill the board’s confidence in you.  So, let me tell you a personal narrative having to do with that. Right after getting out of a board meeting once, I found out that my sales forecast was way off.  A few of my bigger deals fell out that really changed the outlook.  It was one of my first board meetings with this particular group of investors, and I was hoping to gain a lot of confidence out of the gate. This did not help. ...

The search for the perfect balance between what your sales people say and what the data in your CRM reflects reminds me of reading about Ponce de Leon’s 16th century search for the Fountain of Youth. Expeditions were provisioned and  ships set sail for the new world, but despite great effort and expense, the fountain remained elusive and ultimately undiscovered. ...