The Right Sales KPIs For Your Sales Reps

Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the “right” sales performance metrics lets sales managers determine which reps are struggling and in which areas they need coaching help with. Unfortunately, a lot of…  Read More >

WARNING: Know Your 10 Sales Forecasts Killers

There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting methods if you manage your “sales forecast killers” carefully. Consider these 10 key forecast killers and if they creep up into your opportunities then flag those opportunities as “at risk”. Timing Time kills…  Read More >

What is Sales Coaching?

We recently attended a webinar hosted by Salesforce.com called “Sales Coaching Master Class with Tony Robbins,” featuring Tony Robbins and Walter Rogers. We were truly inspired and thought this would be a great time to write a post about what Sales Coaching really means. As discussed in a recent blog…  Read More >

5 Key Reasons To Use Sales Forecasts

Sales managers depend greatly on the information provided by accurate  sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and sales reps more efficiently, sales managers need to be able to predict the future performance of their organization as closely as possible. Here…  Read More >

Sales Leadership vs. Sales Management

Leadership seems like a simple concept but it frequently perplexes us. Many of us confuse leadership with management – they are different.  Additionally, it is misleading that leadership is sometimes thought of as the rank or seniority of someone’s role in an organization. This is incorrect. To make things more…  Read More >