Management

What Sales People Can Learn From Supply Chains

Sales Strategies and Tactics

Professional buyers can teach sales people a lot about selling. In fact sales people can learn a lot about selling, when they’re buying for themselves. But there’s one aspect of buying sales people will not learn on their own – the supply chains professional buyers build. Supply chains are interesting, because they seem to contradict [...]

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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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Why Bother With Sales Forecasts

SPPM

What is sales forecasting to you? What does it for your business? How do you calculate your forecasts and act on the results? Most people don’t understand the point of it, because usually it doesn’t work, for them at least. But with the right techniques, sales forecasting can make a big difference in any business. [...]

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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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Is Customer Trust Helping or Hurting

SPPM

Customer Trust is one of several factors we look at in Sales Team Performance Management. Working at activity rates, sales skills, and lead generation is quite pointless if prospects don’t trust the business they’re talking to. On the other hand credibility or reputation – brand trust – can make up for a host of problems [...]

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What’s New About Sales Team Performance Management

SPPM

Sales Team Performance Management moves selling – the worlds second oldest profession – into the modern era.  It adapts the concept of continuous improvement, made popular by Japanese manufacturing, to the whirlpool of market dynamics. It focuses as much on those dimensions the sales force can’t control as it does the ones it can. The [...]

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Why Did You Lose That Deal

SPPM

Sales Team Performance Management – STPM – sounds like a consultants pitch for a new project, and in some ways it is. In other ways its a simple concept every business should understand, and in yet more its a combination of information, systems and processes. The one thing it isn’t (for the moment at least) [...]

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How Can Business Owners Manage Sales People

Sales Manager

For business owners managing sales people can be a problem. Selling can seem a black art, with its own concept’s, language and rules. How can anybody who doesn’t understand the black art manage staff who do? Meanwhile entrepreneurs need sales people to grow their business, and therefore they need to manage them. In this article [...]

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3 Ways To Get Smart With Sales Operations

Sales Manager

Sophisticated sales management software tools for building a small business are hard to find, but we have some you might find interesting. When you’re on top of the 3 Simple Tools for Small Business Success it’s time to get smart with implementing your sales strategy. Getting smart requires a quantum shift in thinking, because the [...]

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