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With many companies facing economic headwinds, sales leaders are looking for ways to grow revenues without adding headcount. This reality has resulted in a consistent message from sales leaders: “We need our sales representatives to become much more self-sufficient in building their own pipelines.”

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.

Pipeline management is an ongoing challenge for sales managers. While it may seem that a pipeline with more opportunities is better, this isn’t the case if a large percentage of opportunities are stuck. These stalled opportunities lead to a bloated pipeline and create significant challenges for sales managers such as the following:

Previously, we discussed why “linearity” doesn’t work when managing enterprise sales opportunities. Selling to the enterprise involves fewer high dollar value opportunities as compared to SMB sales. So traditional daily or weekly SMB sales activity metrics such as “How many calls did you make today?” are less useful when managing an enterprise team. The quality of each sales interaction your Account Executives have is much more important than the quantity at the enterprise level. But measuring and managing quality is challenging; it’s not something you can meaningfully track on a sales dashboard. Quality is something you have to observe and coach. Here are three critical qualitative factors to help you provide high-impact sales coaching to your AE's and improve their win rates with enterprise accounts.

Many senior sales leaders are enamored with “linearity”- the concept that the sales process can be broken into monthly, weekly, and even daily activities.