Closing Forecasting Sales Leadership 
Anthony Iannarino
JULY 29, 2020
You may also be familiar with forecasted closing dates as “Hopeium.” Under the very best of circumstances, forecasting can still be incredibly difficult. However, some factors can help you dial in your sales forecast, moving you closer to what is true, even if you don’t like the truth your forecast reveals.
A Sales Guy
MARCH 17, 2012
One of the participants asked this question: What incentives have you offered your sales teams to help motivate them to close more deals? If you are looking to incent your team to close more deals, you’re missing the real problem. If the team isn’t closing enough deals, something else is wrong. Take Aways: .
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Anthony Cole Training
JANUARY 19, 2015
If your sales team isn''t performing as expected, you must ask the question - Why? Not closing enough. Sales taking too long. Can we close more sales? Do our systems and processes support a high performance sales organization? Can we be more consistent with our sales process?
A Sales Guy
APRIL 16, 2014
They do just enough for you to track sales, to manage opportunities and to provide a rough forecast. But, also like most sales organizations, when it comes to crunch time, when it comes to the end of the quarter, your pipeline fails you and you’ve missed your number again. Pipeline Sales Leadership'
A Sales Guy
JULY 10, 2013
Deal debt is one of the most egregious management practices perpetrated on sales people today. Deal debt is the result of end of the quarter pressure sales leaders put on their sales team to pull deals into the current quarter that aren’t slated to close until the next quarter — all in order to make the number.
A Sales Guy
MARCH 6, 2012
” I talked about how so few companies measure forecasting accuracy and why that is a mistake. In all my years of selling I’ve never worked for a company, nor consulted with a company that measured the average deal size AND managed its sales people to it. Deals take a long time to close.
Anthony Cole Training
OCTOBER 18, 2011
5 Direct Sales Activities that Lead to Sales Success? 7 More Sales Core Competencies. What’s Your Funniest Sales Story Ever? Sales Core Competencies I. Four ‘Have To’ Strategies for Closing Sales. Sales Core Competencies II. Maximize the Initial Sales Call: The 3 rules. Sales Force (5).
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