Forecasting process was another area highlighted in our recent 2019 World-Class Sales Practices Study. Specifically, “We have a rigorous forecasting process which drives forecast accuracy” was one of the Top 12 practices with the most impact on sales performance and productivity metrics.For this call planning...

According to our 2018-2019 Sales Performance Study, lead generation is both a top sales objective and a top sales challenge. Sales and marketing likely each have their own perspective on why it’s a challenge and how to go about addressing it, but here’s where sales...

As investment in sales technology continues to rise, organizations still struggle with adoption. In last week’s blog, we discussed how organizations can get the most out of their sales tech tools. Today we continue the focus on sales technology and look at how sales leaders...

Most organizations measure sales activity, but how many check the quality of that activity? Sales activity is a key input for leading indicators such as funnel velocity, call volume and conversion rates. Measuring activity along the selling process is one way to look for early...

In a recent blog, I discussed three quick checkpoints to assess the "state of your forecast process." The focus was on process considerations when looking to invest in technology. Today I'd like to discuss the technology side of things and how sales and sales operations...