Remove Management Remove Revenue Remove Sales Leadership
article thumbnail

The Best Thing Sales Leadership Can do in 2012

A Sales Guy

The beginning of the year in sales always starts with a number. Sales leadership spends a lot of time going through plans, setting quota, preparing for Q1, looking at the pipeline, etc. Everyone is looking forward and the management process on making the number begins. Then it moves to getting to the number.

article thumbnail

Pipeline Movement [Sales Management Tip]

A Sales Guy

The sales pipeline is the most important sales management tool there is. The sales pipeline is like the hard drive of a computer. Like your hard drive, if the pipeline gets messed up or filled with crap, everything slows down and in the case of sales that means revenue. Poor sales leadership and management.

Pipeline 112
Insiders

Sign Up for our Newsletter

This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.

article thumbnail

Sales Managers, More Important than the Head of Sales?

A Sales Guy

They manage to the quotas. They sit next to, talk with and are closer to the sales people than any other person (role) in the company. Sales managers are the lynchpins to success in sales organizations. Sales managers are the key to a humming sales organization. They distribute the quotas.

Sales 115
article thumbnail

The 4 Different Ways Sales People See Revenue Projection

A Sales Guy

Sales people see revenue projection in 4 ways. Forecast – The amount of revenue the organization/management budgeted for and expects to get. Commit – The amount of revenue the sales person tells management they ARE going to get. Expect the forecast. Demand the commit. Coach to the BHAG.

Revenue 116
article thumbnail

There are Too Many Bad Sales Managers [Yeah, and Sales Leaders Too]

A Sales Guy

I’m a big fan of training, it’s true that most sales people wing it; they need structure and discipline in how to go about organizing their work. If management can’t be bothered to get their act together, can we really fault sales people/team? Sales structure, systems and discipline can help.

Sales 121
article thumbnail

For Sales Managers Looking For Successful Sales People

Anthony Cole Training

Maximize the Initial Sales Call: The 3 rules. 5 Sales Lessons for Sales Reps I Learned While on Vacation. Sales and a Fish Story. Dont miss "5 Ways That Managers Can Impact Sales This Year in the May-June 2010 SalesforceXP magazine! Leadership Training (2). managing sales (4).

Sales 163
article thumbnail

Pipeline Movement – [Shitty Sales Management]

A Sales Guy

Shitty sales management can kill pipeline movement. As sales leaders, we spend so much of our time evaluating our teams and the individuals on them, we often forget that our s**t can stink too. This is especially true with first line managers. This failure has tremendous impact on revenue.

Pipeline 116