What is the current role of the sales manager in the sales team? What are main sales manager duties? Accurate and usable sales analytics make many things possible, including changing roles for both the sales rep and sales manager. Sales reps have for too long been “data entry clerks” instead of the entrepreneurs they innately ... Read Post

There is of course the basic benefit of accurate sales analytics: accurate sales forecasts. With these, a company has a much better chance of meeting goals and predicting its actual future. But there are numerous other benefits which should also be taken into account, and act as further motivations for companies to move beyond the ... Read Post

Are you looking for a sales analytics software? Do you need to run a proper sales analytics and sales forecasting reports? A company cannot function without proper sales analytics and sales forecasting—yet many certainly try. A common model is to hold regular meetings between sales reps and a sales manager so that a sales forecast ... Read Post

Sales analytics and sales forecasting are vital not only to the survival of a sales department but to an overall company as well. Unfortunately, by actual statistic, sales forecasts—along with closing rates—are generally off by a considerable margin. Here are 6 key factors that, if implemented, will go a long way to greatly improving the ... Read Post

Are you wondering how to empower salespeople to be entrepreneurs? Last month, it was a great pleasure for me to be interviewed by Jim Obermayer from SLMA Radio. In this show you can find out why I decided to write my last book “salespeople embracing it all” and what do I mean by that; why we build ... Read Post

What is sales forecasting and how to build a reliable and accurate sales forecasts? For those that must analyze and forecast sales day in and day out, the phrase, “reliable and accurate sales forecasting” may very well sound like an oxymoron. Despite appearances to the contrary, sales forecasts are often done with considerable guesswork, sent ... Read Post

Are you looking for a right CRM system for your startup? Do you know how important is to have a sales process that follows your ideal prospects from start to close? In this article, you will learn how to develop a sales process and choose the CRM system. With a startup, an entrepreneur or several ... Read Post

Traditionally, sales forecasting has been done by the sales manager after lengthy consultation with sales reps. The sales reps are providing information based on their own estimations of what is in their sales pipelines and what they think they can close. The sales manager is then modifying that data (probably on the conservative side) and ... Read Post