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

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.   ...

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. ...

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