Categories: Sales Leadership | Sales Process
Is your sales process equipped to support your sales team in scaling revenue growth? Are there red flags and gaps that may require a new approach to drive repeatable wins and high-value margins? If you want to grow your sales organization, you need a sales process that provides the tools to manage, reinforce, and coach on every pipeline opportunity. Whether you want to increase your average sales price, improve the reliability of your forecast, or increase your cross-sell opportunities – your sales process needs to align with your buyer and be consumable for your sales team.
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Categories: Sales Process | Sales Transformation
Alignment between sales and delivery services increases the value you provide for your customer. Best-in-class companies develop processes that grow revenue by improving the linkage of these two departments. Today’s blog post provides a high-tech services perspective from Bob Armour with serVelocity, a management consulting and solutions implementation firm that is focused on helping high-tech services organizations define their services vision, grow revenues and improve bottom-line performance.
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Categories: Sales Planning | Sales Process
For successful sales planning and execution, sales managers need the necessary tools to develop Territory, Account and Opportunity plans that build pipeline and create accurate revenue forecasts. Putting a cadence behind sales planning and execution helps to guide the management and measurement of your critical-few, high-value sales activities. Establishing a Management Operating Rhythm® defines the actions, tools and success measures to consistently address:
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Categories: Sales Process
George Colony, CEO of Forrester Research, Inc. (an independent research company) and known as “the Counterintuitive CEO,” presents the idea that many CEOs are ready to completely overhaul their sales forces. One of the issues he outlines in his blog is the problem with speed. Many CEOs are frustrated that the sales force is always 12-18 months behind strategy. The underlying business issue here is probably that your sales operations plan isn’t aligned with your corporate strategy.
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Categories: Sales Planning | Sales Process
Success at any organization is dependent upon the execution of basic fundamentals. Forecasting, pipeline generation and effective territory management are key components of a well-executed sales plan. John McMahon, a sales management veteran and former Senior Vice President of Worldwide Sales and Services at BMC, believes that every organization needs to monitor, evaluate and focus in on the basics.
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