Managing and structuring your salesforce for optimum performance can be challenge. There are many elements that need to be carefully consider in salesforce design. Below are five of the most common mistakes that we see company’s make in designing your salesforce. 1. Salesforce Role pollution. When salespeople are involved in customer service and support work, they’re …
Common Mistakes in Designing Your Salesforce design Read More »
Historically, the relationship between marketing and sales has been (to put it politely) problematic. Often there is lots of finger-pointing, and lots of valuable sales leads falling through the gaps between the two functions. But in an age of cautious spending, no company can afford to have sales leads disappear because of poor internal processes. …
The perfect pipeline is hard to achieve. A sales pipeline helps you understand your sales process, increase your sales and make you confident about your data. Yet, it has been suggested that 63% of organization’s are ineffective at managing their sales pipeline. Recent published research by Vantage Point Performance (VVP) has put forward a new …
Top of the Funnel data should be concrete and reliable. It should be filled with well qualified opportunities that will enable future sales success. Unfortunately, too often this is not the case. Chances are you’ve got a good handle on the bottom of your funnel (BOFU). For opportunities more than 60% probability, you can accurately …
I’ve listed below 8 ways to Strengthen Your Sales Pipeline, and help you better position your team to make the number. Your sales pipeline maybe flooded with activity. The sales team is celebrating victory. The forecast suggests you’ll make your number. Easily. To see your pipeline as it really is, ditch the rose-colored glasses. Go …
A sales pipeline provides a visual overview of where prospects are in the buying journey. However, a pipeline can only be fully effective when properly managed. Effective sales pipeline management can lead to a 15% increase in revenue. It is critical to get it right. What is a sales pipeline? A sales pipeline is an organized way to visualize …
Sales pipeline stages Sales people by their nature are optimistic people. The resulting effect of this is that Sales people tend to be overly optimistic with their sales forecasts Part of the reason for this, I believe, is the descriptors used in the traditional stages in the sales pipeline that to confirm to something like: …
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