A Sales Guy
JUNE 28, 2012
The sales pipeline is the most important sales management tool there is. Everything happens in the pipeline, or at least it should. The sales pipeline is like the hard drive of a computer. The key to fast and efficient sales pipeline is preventing crap from clogging it up. Inaccurate data.
A Sales Guy
APRIL 16, 2014
What do your sales pipeline stages look like? Are they working, does your pipeline tell you what you need to know? If you’re like most sales organizations your pipeline stages are average. They do just enough for you to track sales, to manage opportunities and to provide a rough forecast.
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A Sales Guy
JANUARY 2, 2012
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. The best thing sales leadership can do in 2012 is support the sales team. Then it moves to getting to the number.
A Sales Guy
JULY 11, 2012
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. The place I see sales management fail the most (just behind hiring “A” players) is pipeline management.
A Sales Guy
JULY 2, 2012
This is a follow up to my post last week on moving things through the pipeline. Keeping deals and opportunities moving through the pipeline is one of the most critical parts of a sales leaders job. Sales teams have hundreds of active and inactive deals in the pipeline at any giving time. You can read it here.
A Sales Guy
MAY 20, 2013
I almost NEVER have a EVP Sales, CEO, VP Sales say to me, we don’t have a pipeline review process, we don’t have a coaching process, we don’t have a sales process, everyone has those things, it’s how they execute them that comes into question. One sales leader may go right, while another goes left.
Anthony Cole Training
JANUARY 19, 2015
Sales teams perform based on two inputs - effort and execution. If your sales team isn''t performing as expected, you must ask the question - Why? Chances are you won''t know for sure but you can describe the symptoms: Anemic pipeline. Sales taking too long. Can we be more consistent with our sales process?
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