Henri Fayol

4 Roles for Management in Your Sales Team

SPPM

Does Sales Management mean there’s management in sales? How many roles are there in sales for management? And does that management add any value or simply get in the way? This is a complex question anybody involved in selling needs to understand. Learning to manage the management should be the first class in sales training, [...]

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5 Ways to Forecast Sales – Which One is Yours?

SPPM

How many methods or techniques are there for sales forecasting? There are 5, in my experience, offering varying accuracy and utility. Here’s the background and a short explanation of each. We all know forecasting sales is a tricky business. It always involves some element of hope, combines a little fear, and is based on some [...]

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Sales Forecasting as a Competitive Advantage

SPPM

Can sales forecasting be a competitive advantage in your sales team operations? It can if you adopt the principles we explain in our Sales Probability and Process Management theory. Most people use sales forecasting as a tool for estimating future income, without a great deal of confidence it has to be said. They’ll also use [...]

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Managing My Front Office in a Simple Process

Front Office Box

FOB3 is out there and people are doing stuff with it. Some of the questions we struggled with in design are rising from the mist. Users are querying what the hell we’ve done and why. They were entirely comfortable with the way FOB2 worked. Now they have to learn something new. Worse, it might do [...]

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