Anthony Cole Training

MARCH 31, 2023

Today's topic: March Madness, the ongoing search for bracket and sales pipeline predictability. In the world of sales forecasting, you have the same problem! The March Madness tournament can be somewhat predictable, but upsets are expected.

Pipeline 248

Pipeline Sales Forecasts Forecasting Banking 248

Understanding the Sales Force

NOVEMBER 9, 2022

I'm guessing (I did not interview her) the new manager prioritized KPI's and accountability, hiring people who had attention to detail, who were committed to customer satisfaction, and who took personal responsibility.

Sales Management 295

Sales Management Hiring Course Account 295

Zoominfo

AUGUST 11, 2021

No business can survive for long without a healthy sales pipeline. It’s what keeps your sales team organized and focused on managing opportunities to close deals. Unfortunately, many B2B organizations suffer from ineffective sales pipeline management. What Is a Sales Pipeline?

Pipeline 217

Pipeline Closing Sales Qualified Lead Top of Funnel 217

Understanding the Sales Force

FEBRUARY 28, 2024

What’s in your pipeline? This week, my team had two reactions to a client’s pipeline report. ” When there are multiple reactions, the final impression is only as strong as the worst reaction so the data in this pipeline report gets a strong No. Was the sales manager afraid the question the salesperson?

Pipeline 173

Pipeline Opportunity Decision Maker Top of Funnel 173

Anthony Cole Training

JUNE 1, 2020

Sales pipelines are similar to the story of "Goldilocks and the Three Bears. This one is too fat, this one is too skinny, and the rarest one of all; this one's just right.

Pipeline 195

Pipeline Hiring Sales Insurance 195

SBI Growth

SEPTEMBER 23, 2024

We all know how challenging it can be to manage a constantly changing pipeline, but it's essential for reps to stay organized to ensure their opportunities are moving forward. So, how can you ensure that your reps keep their pipeline current? Here are four tips to help them stay on top of their deals.

Pipeline 177

Pipeline Opportunity Sales Sales Management 177

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 195

Sales Management Face-to-face Proposal Promotion 195

Sales 2.0

AUGUST 29, 2022

It can be a “triple whammy” for the company as they lose the revenue of a top performer, need to fill a critical “seat” in the sales organization and have a group of salespeople that are not performing to their full potential. Per David Brock, a sales manager’s job is to be a coach.

Sales Management 39

Sales Management Face-to-face Proposal Promotion 39

The Center for Sales Strategy

MARCH 27, 2023

Sales management is an art that requires a delicate balance between the present and the future. The key to success lies in mastering the art of balancing the pending vs pipeline. This means managing your current deals while also prospecting for new ones.

Pipeline 111

Pipeline Sales Management Competition Resources 111

Sales and Marketing Management

JANUARY 2, 2019

Author: Brad Wilsted Note: This is part 2 in a 3-part series on the powerful role sales management plays in driving sustained revenue growth – and how companies can better leverage this critical position for improved top-line performance. What does great front-line sales management actually look like?

Hiring 224

Hiring Sales Management Territories Outsourcing Services 224

Partners in Excellence

SEPTEMBER 16, 2022

Recently, a reader wrote, asking a lot of questions about pipelines–what are they, why are they important, how do we leverage them, and so forth. For example, I know of very few sales training programs that teach pipeline concepts (we’ve been doing this for the past 30 years). So strap in… What is the pipeline?

Pipeline 133

Pipeline Ideal Customer Profile Sales Cycle Forecasting 133

Partners in Excellence

NOVEMBER 12, 2024

I review hundreds of deals and pipelines every year. We should have the data on: The average buying cycle, once a deal has been moved into the qualified pipeline; of the average time deals spend in each stage of the qualified pipeline. I’m only focused on sales cycles for qualified deals.

Sales Cycle 133

Sales Cycle Buying Cycle Pipeline Closing 133

Understanding the Sales Force

SEPTEMBER 8, 2024

A pipeline that is 75% full is a full pipeline. When half of salespeople hit quota it equates to strong sales performance across the team. When Sales Managers have any conversations with their salespeople it is considered coaching.

Government 341

Government Forecasting Pipeline Report 341

The Center for Sales Strategy

JUNE 15, 2022

Having a robust sales pipeline may help the sales team, sales managers, and the C-suite sleep better at night. But if there’s little or slow movement of those deals through the pipeline, everyone will spend more time counting sheep than counting money. Only closed/won deals produce revenue.

Pipeline 125

Pipeline Sales Cycle Revenue Closing 125

Understanding the Sales Force

OCTOBER 19, 2024

” But most Sales Leaders react more like I did when the non-Red Sox pitcher was brought into the game. It will look good in the pipeline. Size of the pipeline doubles overnight. Huge opportunity? Important opportunity? One of our mediocre salespeople? It will look like we’re doing the right things.

Epiphany 188

Epiphany Real Estate Face-to-face Coaching 188

SBI Growth

MARCH 18, 2024

2023 presented a unique set of challenges for sales managers. Economic uncertainty, cautious buyers, and reliance on existing customers contributed to longer sales cycles and pipeline woes.

Sales Management 156

Sales Management Sales Cycle Pipeline Buyer 156

Sales 2.0

FEBRUARY 1, 2023

This is the first in a series of interviews with sales management subject matter experts, examining the current and future states of AI in sales. This first interview is with Oliver Churchill , the founder and CEO of Acuity Sales Decision Science. I was curious to hear what he thinks. These are just the Insights portions.

Sales Management 195

Sales Management Top of Funnel Data Intent Signal 195

The Center for Sales Strategy

APRIL 19, 2021

As a sales manager, image how much better your life would be if you had access to the following: Better forecast accuracy. Improved sales performance. Both are easy to achieve when you have a healthy sales pipeline. These elements are important, and delivering one or the other is not an option these days.

Pipeline 146

Pipeline Forecasting Sales Management Sales 146

Understanding the Sales Force

JUNE 20, 2023

Salespeople can self-motivate, sales managers can do this to motivate their salespeople, sales leaders can use this to motivate their sales managers and CEOs can leverage this to motivate their top Sales Leader. Offer me an afternoon of golf, an ice cream, and a nap to recover and I’ll do anything!

Motivation 156

Motivation Pipeline Hiring How To 156

The Pipeline

SEPTEMBER 7, 2020

If you only attend one webinar this month – This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results.

Forecasting 307

Forecasting Webinar Metrics Pipeline System 307

Hubspot Sales

JANUARY 10, 2024

As a sales manager, I’m sure you have pipeline meetings often. But, do you ever ask yourself, “How can pipeline meetings be a coaching opportunity?” Similarly, if a sales manager is only spending 30 minutes a month coaching each of their reps, it’s unreasonable to think that manager is going to improve rep performance.

Pipeline 116

Pipeline Opportunity Coaching Meeting 116

Vengreso

DECEMBER 20, 2024

Today more than ever sales managers encounter both unique challenges and remarkable opportunities. As technology continues to reshape the sales landscape, to learn how to be a good sales manager, one must adapt to new demands and expectations.

Sales Management 58

Sales Management Forecasting Face-to-face How To 58

The Pipeline

SEPTEMBER 8, 2020

This is The One: Pipeline = Ability X Execution X Leadership: The Complete Prospecting System. Learn how some companies are able to align skills, efficiency, and discipline leveraging a metrics-driven process for consistent prospecting and pipeline results. How to turn sales managers into prospecting leaders.

Objections 276

Objections Forecasting Webinar Metrics Pipeline 276

Steven Rosen

JANUARY 13, 2024

In the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley stress the lack of coaching and support for sales managers, underscoring the need for coaching for these managers. Evaluating sales managers’ success should exceed sales quotas and include turnover and team development metrics.

Sales Management 156

Sales Management Hiring Retention Coaching 156

Partners in Excellence

FEBRUARY 12, 2025

He’d broken the code to exceeding his call goal, and all his manager was focusing on was the number of calls. But they were still struggling to make their numbers and fill their pipelines. What were they doing that drove such high win rates and short sales cycles? They were consistently above 60%. It is human nature.

Outbound 121

Outbound Call-back Sales Qualified Lead Pipeline 121

Gong.io

NOVEMBER 16, 2022

That’s why building and managing a sales pipeline is so important. . A well-defined sales pipeline makes your sales process transparent, allowing you to see your deals in the sales funnel, where they’re getting stuck, and how long the entire process takes. What is a sales pipeline?

Pipeline 118

Pipeline Ideal Customer Profile Top of Funnel Decision Maker 118

Understanding the Sales Force

MAY 3, 2019

I coach a lot of sales managers and sales leaders and when I ask them what they want help with today, it's rarely a big opportunity, it's seldom coaching best practices, it's hardly ever targeted metrics for their team, and it's almost unheard of for them to request that I help them improve as sales managers, Oh no.

Coaching 312

Coaching Objections Follow-up Motivation 312

Understanding the Sales Force

FEBRUARY 25, 2024

Because sales managers are not coaching – still – at least not consistently or effectively. It’s simply incomprehensible that sales managers aren’t picking up the clue phone. Sales Managers don’t want to coach because it takes away from personal sales.

Coaching 341

Coaching Guidelines Margin Incentive 341

Steven Rosen

MARCH 1, 2024

This crucial yet arduous task is often met with the same enthusiasm as a dreaded dental appointment, leading to avoidance behaviours that undermine pipeline health. 1- Increase Accountability Accountability is key to ensuring that individual sales reps are meeting their goals.

Pipeline 120

Pipeline Coaching Revenue Sales Qualified Lead 120

SBI Growth

MARCH 3, 2025

As a sales leader, theres nothing worse than getting to the end of the quarter and realizing your team will miss their sales goal. But focusing on the bottom-line number closed deals is like driving a car by looking in the rear-view mirror. It only tells you what has already happened.

Pipeline 156

Pipeline Sales Goal Closing Sales 156

The Sales Readiness Blog

JUNE 19, 2023

Effectively managing the progression of opportunities and accurately predicting future sales performance is critical for success. Sales pipeline management and forecasting are essential practices that help sales teams achieve these objectives.

Sales Forecasts 111

Sales Forecasts Forecasting Pipeline Objections 111

Force Management

FEBRUARY 22, 2024

Healthy sales pipelines and accurate forecasts are grounded in structured territory, account and opportunity planning processes. These processes provide sales managers with an unrestricted line of sight into their sales organizations.

Pipeline 106

Pipeline Tools Coaching Forecasting 106

Sales 2.0

OCTOBER 25, 2021

Closing : Closing cycles that fail 80% of the time are the norm (where 1 in 5 deals in the pipeline closes.) One of the main reasons for this low close rate is that sales people miss decisionmakers in the prospect company. Sales management. Sales people need support in order to change their results.

Territories 396

Territories Compensation Scale Decision Maker 396

Partners in Excellence

JANUARY 2, 2025

We assign pipeline metrics, identifying the number of opportunities each person must have for a “healthy” pipeline. Yet our pipelines are increasingly unhealthy. We assign number of dials, outreaches, meetings per day. Yet, our customers don’t want to talk to us.

Government 127

Government Education Pipeline Segment 127

Understanding the Sales Force

OCTOBER 9, 2024

Step 1 – Have the Sales Team Evaluated We leverage the gold standard of sales team evaluation tools to determine what the team’s full sales capabilities are today, and where the biggest gaps are in all 21 Sales Core Competencies. They needed to add salespeople and replace their D-Players.

Hiring 352

Hiring Lead Scoring Lead Rank Compensation 352

SBI Growth

NOVEMBER 11, 2024

Accurate sales forecasting is essential for business success. But it can be difficult to get it right due to certain missteps. Here are three of the most common errors that lead to incorrect forecasting and how to avoid them.

Forecasting 156

Forecasting Pipeline Sales Forecasts Sales 156