Being in sales requires being an optimist. Regular rejection and the pressure of hitting your numbers means you have to believe in what you are doing. Keeping your salespeople optimistic is a must and relying on their predictions of sales revenue requires some filtering.Read Article
Finding new clients is essential to growing your business, so finding them must be a high priority. Market coverage models outline the strategy for how sales people can sell to as many good prospects as possible. Most sales people do a poor job of maximizing their territories, so don’t leave it all up to them. Well done market coverage strategies and models help find, target, convert and report on the best, most profitable prospects.Read Article
When you build a new product or service you’ll have to decide what value you’re going to bring to your customer, what problem you’ll solve, and what that should be worth. As you bring that product to market, you will create value propositions that define your position across product planning, marketing messaging, and sales messaging. This simple framework helps to keep the product and messaging aligned, clear, and on track.Read Article
Taming the sales forecasting challenge
If your revenue projections are unreliable and causing you fits, spend a little time reviewing the source data for your forecasts. Understanding where the data comes from and how it is factored before it hits your desk, will give you better insight into the process that leads to your forecast and the ability to alter the process.