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How To Help Reps Keep Their Pipeline Up-To-Date

By Ray Makela

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Since the day the first contact management systems added features to enable Reps to keep track of their opportunities, there has been a constant struggle between manager and sales rep to keep the pipeline clean and “update the damn CRM.” Management wants a roll-up of their reps’ pipelines to enable better visibility and produce accurate forecasts, while reps are not motivated to spend precious selling time on administrative tasks and data entry that doesn’t help them close business.

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Managing a Healthy Sales Pipeline: Why Less Is More

By Ray Makela

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For many sales teams, a full sales pipeline is reassuring. It means their salespeople have plenty of potential deals to follow up on and lots of calls to make. It gives them hope that many of deals will close before the end of the quarter.

Yet, often at the end of the quarter, a good percentage of those deals haven’t closed— and everyone ends up disappointed. What went wrong?

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Who's Responsible for the Sales Forecast?

By Norman Behar

On this episode, Mel Harding, VP of Product Marketing at Occulus, Inc. asks: Who's ultimately responsible for the sales forecast, the sales rep or the sales manager? 

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How Many Stages of a Sales Funnel Do I Need?

By Norman Behar

On this episode, Warren Miller, Sales Director at One View asks: How many sales pipeline stages do you recommend in a CRM system and does the maturity of the business come into play? Watch this video to learn more about how to best approach pipeline management and three key steps to improve forecast accuracy.

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3 Steps to Improve Your Sales Forecast Accuracy

By Ray Makela

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Forecasting can be a challenging task. As a Sales Manager, you're asked to look into the future, predict the probable behavior of numerous sales team members and countless customers, and commit “a number” to your management team. 

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What's Different About Managing a Sales Pipeline Today?

By Norman Behar

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The nearly universal adoption of CRM solutions (Salesforce, Microsoft Dynamics, Sugar…) has led to an emphatic requirement by senior sales leaders that their sales managers must become much better at managing the sales pipeline. But what does this really mean?

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3 Techniques To Help Your Team Avoid a Bloated Sales Pipeline

By Norman Behar

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One of the most challenging aspects of managing a sales team is sales pipeline management. While the nearly universal adoption of sophisticated sales force automation tools has made it technically simple for managers to create detailed sales pipeline reports, the quality of these reports hasn’t necessarily improved.

Why is that?  The primary culprit is sales pipeline “bloat.”

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Here is Why Your Sales Forecasts Are Never Accurate

By Norman Behar

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Despite all the labor companies put into their CRM systems, too often sales projections are not particularly accurate. Sales forecasting is a key management skill and so it would seem that the investment in technology as well as in developing sales processes would help managers do a better job of forecasting.

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