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by Gerard Sternesky April 16, 2019

Want Forecast Accuracy? Get to Know Your Sales Information System

In parts 1 and 2 of this series, we discussed the importance of getting to know your client base from a variety of perspectives and using that knowledge to design a sales process that is aligned to their buying process.  In this part, we’ll discuss how to set-up your sales information system in a way that promotes forecast accuracy.

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by Gerard Sternesky April 9, 2019

Want Forecast Accuracy? Get to Know Your Sales Process

In part one of this series, we discussed the importance of getting to know your client base.  Factors such as the criticality of your product to their success, the buyer’s attitude toward sales and salespeople, the financial and personal risks they face both from buying and NOT buying your product and the way in which they want to buy all provide data points that should inform the sales process you deploy.   In this part, we’ll discuss how to avoid the pitfalls we see in many sales processes and help you design a sales process that appropriately leverages what you know about your client base.

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by Gerard Sternesky April 3, 2019

Want Forecast Accuracy? Get to Know Your Client Base

As we enter the second quarter of 2019, many companies on calendar fiscal years are asking their sales departments for revenue forecasts that reach out to the end of the year. In this four-part series, we’ll provide suggestions on how to improve the accuracy of revenue forecasts and the issues that can influence it.

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by Liz Stone October 27, 2016

The Secret to Making Your Number: Sales Coverage Model

Bottom line, a sales coverage model is how a company makes their number. A sales coverage model enables companies to set achievable revenue goals then reach them with thoughtful placement of sales and marketing teams/individuals in the best territories and highest value accounts.

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by Eric Morse February 24, 2016

Top 10 Ways Sales Ops Can Help in a Funnel Review

The sales funnel is a valuable visualization tool that depicts the progress of sales opportunities as they narrow down to new customers. It provides a transparent view of all leads available to the sales team and how they are being managed as they move throughout your sales process. In order to be effective, regular sales funnel reviews are necessary, and should be done on a regular basis; monthly beween Sales Operations and the VP of Sales, quarterly between VP of Sales and CEO, and annually with company leadership/board/shareholders.

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by Eric Morse February 10, 2016

Sales Ops 101 for the New CEO

As a CEO, your margin for error is slim-to-none; there is no room for guesswork. Every choice you make has a major impact on your entire organization, so your decisions must be sound and your initiatives strategic. In order to meet the high expectations that come with your executive title, you need to be backed by good, clean data and metrics provided to you by the Sales Operations Manager.

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by Eric Morse December 8, 2013

Sales Operations: Your Sales Radar & Partner to Success


Let’s face it, the VP of Sales is a busy person. First make the number, second, make sure we are hiring the right salespeople, getting involved with key deals, reviewing the sales funnel and constantly travelling the world to visit clients, partners, prospects and acquisitions. Sound like you?

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by Eric Morse April 15, 2013

SaaS Sales Compensation: Stop Losing Great Sales Staff!

A capable sales staff can be a company’s greatest asset.

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by Eric Morse December 19, 2012

Sales Coverage Strategy for Sales Success and Effectiveness

There’s an equation we use for successful selling. It is focus + segmentation = higher win ratio at a lower cost. Focus and segmentation can be outlined in a sales coverage model, which we believe is one of the most important tools for any successful sales organizationAt first glance, the sales coverage model may seem basic but used properly it can become the basis for your sales success. 

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