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Categories: Sales Planning

Drive Consistency in Your Sales Planning Process

Repeatability and consistency drive effective sales planning. Sales organizations that provide their managers with critical line-of-site are able to create efficiencies in forecasting, account and territory planning and opportunity reviews. A salesperson’s time is valuable.

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Categories: Sales Planning

How Sales Managers Drive Rep Success

New research published in Harvard Business Review adds further significance to the role managers play in the success of your sales reps and your overall sales organization.

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Digging Deep Creating the Right Questions Flow for Effective Discovery

Enable your sales team to uncover business pain.

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Categories: Sales Execution  |  Sales Planning

Dig Deep For Effective Sales Opportunity Reviews

Opportunity reviews can make the difference between a sales team that delivers on an accurate forecast and one that doesn’t come close. I believe the key to a successful opportunity review depends on sales leadership doing two things right:  (1) encouraging their reps to dig deep and (2) ensuring that the reps have the tools they need to execute on their action plans.   Think about the traditional format that opportunity review conversations usually take. Ask your sales people about their perspective and you’ll get some surprising answers. I often hear sales people talk about the average deal review like this, “My average deal review is a 30-second conversation in the middle of a forecast review when my manager asks me if the deal is still on track.”

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Categories: Sales Planning

What Hampton Inn Can Teach You About Sales Planning

Let’s be honest. It can be a lonely world as a sales leader, especially when it comes time to hold the forecast meeting. You often feel like you’re the only one who cares. You’re the only one who’s holding feet to the fire when it comes to making the number. You’re in the thick of the fourth quarter, and you’re likely scrambling with your own sellers trying to pull out the big wins, or even any piece of business to make your number.

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Categories: Sales Planning

How to Drive Pipeline and Improve Your Territory Planning Process

As a sales leader, your ability to coach your team on how to leverage potential opportunities within their territories can drive the organizational growth needed to drive revenue in your sales organization. Your sales planning discipline around territory planning and management processes should include the ability to:

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Categories: Sales Planning  |  Talent Management  |  sales challenges

Build The Ultimate Strategic Account Management Plan

Strategic Account Managers are charged with nurturing and cultivating business in your company's most important customer accounts. It's a critical sales role in every company; one that’s essential to achieving your revenue goals. Refine Your Focus: As a sales leader, it’s important that you support your Strategic Account Managers (SAMs) with a consistent sales plan that's based on established performance benchmarks. An effective Management Operating Rhythm® can provide operational leverage and drive focus on critical activities that build strategic relationships.

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