Corporate Training | Developing Human Capital ™
Summary: Continuing with our series on Sales Cycle Management, we now move to the second component, Sales Forecasting. Now that you’ve identified opportunities, a good forecast will allow you to realistically plan future sales.
The second component of Sales Cycle Management (SCM) is Sales Forecasting. Many times, salespeople and sales managers do not take a realistic […]
Summary: Account Planning is the third component of Sales Cycle Management. Let’s look at turning the sale into a well-planned project.
You’ve spent time in Opportunity Management and Sales Forecasting. You know which clients are the “top ten” probable sales - and you know how many sales you need to make to be profitable. Without account […]
Summary: In order to ensure that your organization is a high performer and that each individual knows his or her role, you must align performance with results. To do this, you have to spend some time determining concrete measurements for your organization’s results - and linking those to each individual’s performance evaluation.
Aligning performance with results […]
Summary: In our last series, we discussed the components of a Sales Cycle Management system. The first, and perhaps one of the most important components is Opportunity Management.
The first component of Sales Cycle Management (SCM) is Opportunity Management. In traditional sales pipelines, salespeople and managers do not spend enough time focusing their efforts on the […]
Summary: Sales Performance Analysis brings Sales Cycle Management full circle. Let’s find out what components of your sales process should be analyzed.
Sales Performance Analysis closes the gap on your entire Sales Cycle. Essentially, performance analysis is a deep look back over certain elements of your sales cycle, from Opportunity Management to Account Planning. Looking at […]
Summary: Many salespeople have a “pipeline” - but is it truly based on reality? Today’s salespeople need to upgrade their pipelines into a Sales Cycle Management System. Here are the basics.
As salespeople know, the pipeline is a vital part of the sales process. But what is the usual definition of a sales pipeline? It may […]
Maintain high sales numbers and satisfy your customer’s needs at the same time by using these Top 5 Sales Commandments.
There are many rules of thumb to follow in any sales process. As a salesperson, your ultimate goal is to maintain high numbers while satisfying your customer’s needs. There are five simple sales commandments that will […]