Forecasting sales is hard. Sales leaders spend countless hours discussing the criteria by which opportunities should be evaluated before they’re allowed to hit the forecast. Sales managers spend even more hours reviewing forecasts with salespeople to ensure the deals that get added meet those criteria.Unfortunately,...

Since we cleared the fog around sales enablement last week, let’s now turn to another question I’m asked a lot: What is the best culture to drive sales performance? Is it a sales culture we should aim for? And whatever it is, what does it...

There is no doubt that the sales profession is undergoing rapid change: Technology is advancing, making our lives both simpler and more complex at the same time. New markets are opening up. Customers’ buying habits are changing. The products we represent are becoming ever-more sophisticated.The...

Culture (per Merriam-Webster) is defined as the set of shared attitudes, values, goals, and practices that characterizes an institution or organization Culture is hard to characterize, hard to measure and hard to change. Therefore, it often gets ignored on the list of levers to pull when...

Did you know that quota attainment is on a five year decline? That sales organizations with a culture of continuous development are more successful than their peers? Do you have a clear view of how your sales organization may compare to others?As sales continues the...

My son recently joined a little league baseball team. This weekend brought the life lesson I had been waiting for ever since he moved up to the level where they keep score – they got beat. They didn’t just get beat. The mercy rule had...

In my previous blog, I laid out the business value of conducting Win/Loss Reviews. Today, let’s explore some ideas for structuring your Win/Loss Reviews.First, though, let’s be real: Win Reviews are easy. The seller and sales manager ask their new-found friends, the buyers, for feedback...

Nothing hits as hard as losing a committed, quarter-end deal. Whether the deal slid out to the next quarter, a competitor “bought” the business, or there truly was a sales execution issue, it hurts the same. We’ve all been there, because these kind of losses...

Historically, there was one way to evaluate a salesperson's performance: whether or not they achieved "THE NUMBER." Unfortunately, that measure tells you if they were successful last period, not whether they are likely to be in the next. So, it is not a sound indicator...