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December 22, 2016

Managing Sales Reps With Different Forecasting Methods

Sales reps don't always give their managers the ability to forecast in one general way. No matter how much a manager will try to promote certain behaviors throughout their sales team, some sales teams will just have a variety of sales personalities that can forecasting an ordeal. However, there are optimal forecasting methodologies for different types of sales reps and knowing the different methods could make or break your quota this quarter. ...

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December 8, 2016

How Milestones Help Sales Reps Manage Deals

Selling is just as much of a science as it is an art. The days of having great sales reps that you just trust to get the job done are coming to an end. The modern sales process is one that prides itself on being repeatable for any opportunity, scalable for any growing sales team regardless of the type of sales reps, and measurable to evaluate effectiveness. To get to the core, sales processes need to be rigorously laid out and be designed to be adaptable to morphing buyer journeys. A critical component for tailoring your sales process are milestones. Once you understand them, your sales process will come to life. ...

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December 6, 2016

Using Sales Process to Help Sales Reps

Sales leaders know that sales processes are critical for their sales organizations. They add a much-needed layer of quantitative data to a process that can seem non-linear and chaotic at times. Sales processes help map the buyer's journey as the buying paradigm continues to shift more and more into the buyer's control. With the breadth of information produced by a well-constructed sales process, it can often be difficult to focus on the parts of the sales process that tell you about your reps and not about your pipeline. By looking at these 3 parts of your sales process, you can get a better idea of how your reps perform. ...

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July 22, 2016

4 Sales Forecast KPIs You Should Be Tracking

In the world of sales performance and management, there are hundreds, if not thousands, of KPIs you can use to track your sales team's success. Many of the choices of which sales KPIs you should be tracking depend on the industry yourcompany is in and what type of sales team you work with. ...

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