Coaching Sales Reps on Pipeline Prioritization

Pipeline Prioritization is a critical process for a Sales Manager to coach their reps – see “Sales Coaching on Pipeline Management and Sales Forecasting“. Here is what Sales Manager should coach reps to start by looking at these key factors in their pipeline: Opp Age or Duration in Stages =  Read More >

What is an A-Player in Sales?

The term (or a portmanteau?) that we all hear a lot in sales management is “A-Player” and you typically hear it in “you should only hire A-Players”.  But what does that mean – what is the definition of an “A-Player” in sales? Here is a great definition – see this  Read More >

Pipeline Integrity is a Function of Pipeline Hygiene & an Effective Sales Process (Key to success for PE Investment)

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.”  – W. Edwards Deming ——- These are the topics the CEO & CRO of a $20M-$100M+ in ARR PE-Backed company must consider: First Step for PE Portfolio Companies Engineer & Optimize an Effective Sales  Read More >