Are you scrambling with your own sellers trying to pull out the big wins, or even any piece of business to make your number this quarter?
Don’t scrape the bottom of the pipeline barrel every quarter to make your number. Shift the mindset of your sales organization to drive a reliable forecast by building pipeline at the territory level.
Learn how to extend the accountability of the forecast by taking these three critical steps:
- Shift the mindset of your sales team by developing a sales franchise model
- Leverage the sales franchise model to drive ownership of the sales planning process
- Create the cadence necessary to provide a repeatable way for sales leaders to coach, manage and reinforce the sales planning process.
By implementing these steps, you can establish a solid foundation for consistent sales performance and avoid the last-minute scramble for business, ensuring sustainable success for your organization quarter after quarter.
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