Ever thought of planning a long transoceanic voyage? It’s not a simple boat ride down a gentle stream! Effective sales forecasting and planning is more like your intended adventure across a vast unpredictable sea! Effective sales forecasting is important so you can align your sales quotas and...
read moreAuthor: Chris Goade
Causes of Turnover of Sales Personnel
Here’s a poser: If the US spends around $15 billion annually on training sales reps, and around $800 billion on sales personnel incentives, what proportion of those figures is your business wasting due to turnover of sales personnel? Of course, you can’t answer exactly because you’re not...
read moreSales Teamwork: Why It’s Important
We established in another post that it’s not usually poor sales training that leads to poor business performance but lack of sales team leadership. That remains true, but you need to also focus on sales teamwork. You may not have a huge sales team or even a...
read moreRecruiting Sales Talent in 2023: How to Find the Best
Having the right sales talent makes all the difference to your business, whether you sell services or products. But recruiting sales talent in 2023 can be tough because good sales reps can be hard to find. The reason is pretty obvious. Companies hang on to their top...
read moreCreating a Sales Culture That Encourages Quality
We mentioned in a previous post on sales leadership that it’s important to have a sales culture in your business that aims at quality rather than quantity. But you can only cultivate that excellence if you know what you’re aiming at in terms of sales culture. Create...
read more5 Ways to Get Your Sales Pipeline Back in Shape
Do you have a sales pipeline? We’re not joking. It’s a serious question because not everyone has one (that they set up and officially track, at least), and some businesses will say yes, but they’re referring to their sales funnel! It’s important to be sure of the...
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