Sales Audit · Sales Consultancy · Sales Leadership · Sales Management

Let’s Play Pin the Tail on the Donkey and Call it a Sales Forecast

Ok, I admit, this is a bit of a rant…I HATE inaccurate sales forecasts..I mean really, it’s not that tough to produce an accurate sales forecast yet few sales people rate this as high on their list of things to do. I think it’s one of the most important things a sales person has to… Continue reading Let’s Play Pin the Tail on the Donkey and Call it a Sales Forecast

Sales Audit · Sales Consultancy · Sales Management · Sales Strategy · Sales Turnaround

What is Poor Sales Forecasting Costing You?

You may be the kind of Sales Leader who loves sales meetings, or you may find they cause you more confusion than clarity, create more disappointment than hope…so in answer to a query that came in last week, here are a few hints and tips about running a solid sales meeting where you get clarity and sanity. You… Continue reading What is Poor Sales Forecasting Costing You?

Sales Audit · Sales Change Management · Sales Management · Sales Strategy · Sales Training · Solution Selling

Ok Sales Team – It’s Month End – Let’s Start Working Out What Discounts to Offer!

It’s coming up to the end of the sales month – are your sales team still selling value or are they selling discounts??? Yeah, we all know it shouldn’t happen, but it does. Robbing next months sales orders to make good on this months sales forecast and target is bad housekeeping at best – it’s… Continue reading Ok Sales Team – It’s Month End – Let’s Start Working Out What Discounts to Offer!

Sales Audit · Sales Change Management · Sales Consultancy · Sales Innovation · Sales Leadership · Sales Management · Sales Strategy · Sales Turnaround

What Happens When the Decimal Point Disappears

Imagine the scene, 3 pm, Thursday afternoon in March. Bright blue sky visible through the boardroom window, cold and changeable weather, but not bad for the time of year. I sit opposite a Managing Director of a business I’d been working with for a few weeks. The desk held a single piece of paper. On that… Continue reading What Happens When the Decimal Point Disappears

Sales Change Management · Sales Consultancy · Sales Leadership · Sales Management · Sales Strategy · Sales Training · Sales Turnaround

Stop! Don’t Be Busy…Be Effective.

The first thing I have to stress here is this: If your path to sales success and a successful sales month is full of super critical, mega important things you just MUST do….then nothing is important and almost nothing on that list will get done effectively. How to I know? I’ve seen too many organisations… Continue reading Stop! Don’t Be Busy…Be Effective.

Sales Audit · Sales Consultancy · Sales Management · Sales Strategy · Sales Training

SALES FORECAST VS SALES FUNNEL VS SALES PIPELINE

Check out our FREE weekly subscription newsletter The Advanced Business Achiever.  The Advanced Business Achiever will give you weekly practical and proactive insights into how to increase your sales conversions via better sales pipeline and sales funnel management. Find out how to move prospects through each stage in the sales funnel, how to carefully screen… Continue reading SALES FORECAST VS SALES FUNNEL VS SALES PIPELINE