In our year-end post of 2018, we provided seven options for how sales leaders could advance transformation by evolving the elements of their sales system: operations, technology, enablement and more. We follow up in this post with a more granular look at the output those...

Sales forecasts are one of the primary vehicles executives use to manage the expectations of company stakeholders including board members, investors, industry and Wall Street analysts, employees and customers.Forecasts are also a future indicator of funds available to invest in major growth initiatives. As the...

Sometimes the best insights start as a joke. In facilitating a meeting of marketing and sales executives at a high tech manufacturing firm, the focus of the conversation started to center on the challenge of filling a sales territory pipeline. Marketing articulated the process they...