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January 15, 2021

Best Practices For B2B Sales - Monthly Strategy Review

This blog focuses on the third part of the Sales Management Process, the monthly strategy review.  These meetings are held on a monthly basis, usually twice a quarter, at the beginning of the months when the quarterly business review[QBR] is not being held.  This is a team call with the sales manager and his/her sales team, plus sales support and marketing.  While it may not be feasible to invite marketing to all the one on one’s and sales forecast calls, they should attend the monthly sales meetings and the QBRs.  This will help align marketing and sales. ...

sales management, Sales Process, best practices, sales best practices

November 21, 2020

Best Practices for B2B Sales - Sales Rep Coaching-Performance Reviews

This is a continuation of the previous two blogs on sales rep coaching.  This blog focuses on reviewing the sales rep’s overall performance during a one-on-one.  In a series of weekly one-on-one meetings this topic typically comes up once every four weeks.   ...

sales management, AI for Sales, best practices, sales best practices, Sales coaching, Sales One-On-Ones

October 30, 2020

Best Practices for B2B Sales - Weekly Pipeline/Opportunity Review

This is a continuation of the previous blog on sales rep coaching.  The prior blog reviewed how sales rep coaching fits within the sales management process and outlined best practices related to “call coaching”, one aspect of sales rep coaching.  This blog focuses another aspect of sales rep coaching --  sales pipeline reviews and detail opportunity reviews.  The next blog will focus on the third aspect of sales rep coaching, sales rep performance one-on-ones.   ...

sales management, Sales Process, Sales Pipeline Management, AI for Sales, automated sales rep coaching, sales best practices, Sales coaching

August 26, 2020

Best Practices for B2B Sales - Sales Management Process

The next four blog posts will focus on the sales management process.  This is the overarching sales processes between sales leadership and sales managers, sales managers and sales reps and sales operations with sales leadership, sales management and sales reps.  These processes align the different sales groups towards the same goals. This is the fourth category of blog series Best Practices for B2B Sales Pipeline and Forecast Management based on the original blog post for this best practice series started on January 21st. ...

sales management, AI for Sales, sales best practices

July 1, 2016

Gartner recognized TopOPPS in the 2016 CRM Vendor Guide

See why Gartner recognized TopOPPS in the Gartner CRM Vendor Guide, 2016! ...

Analysts on TopOPPS, Downloads, Sales, Sales Rep, sales technology, sales management, sales forecasting

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