The Sales Analytics Blog

As a sales manager, a big component of your job is making sure that your team of sales reps are consistently putting forth their best effort and hitting their sales goals. Coaching and having regular one-on-one meetings with individual reps can go a long way toward helping reps meet these goals. However, many sales teams …

Leadership seems like a simple concept but it frequently perplexes us. Many of us confuse leadership with management – they are different.  Additionally, it is misleading that leadership is sometimes thought of as the rank or seniority of someone’s role in an organization. This is incorrect. To make things more confusing, many see leaders as …

The beginning of the month (BOM) sales pipeline review meeting is one of the most critical interactions between sales reps and sales managers: it helps sales teams identify the inaccurate and leaky pipeline issues that can quickly sink a company’s growth trajectory. An inaccurate and leaky pipeline can quickly sink a company’s growth trajectory, which …

Sales forecasting is, by nature, inexact. When a Sales VP works with inaccurate sales forecasts, he or she will see their teams turn in poor performances in attaining sales quota (which may be too high or too low to begin with) and their organizations fail to generate predictable revenue. The key, then, is to take …

Your sales cycle can provide some of the most valuable insights toward improving your overall sales process. The sales cycle is typically viewed solely as the average number of days it takes to turn the opportunities in your pipeline into a closed deal. However, there are multiple other in-depth perspectives on your sales cycle that …

Agile sales. This sounds like one of those marketing/business/sales buzzwords that high-level executives throw around when trying to overhaul the culture, leadership or processes of their sales teams. What does it actually mean when it comes to sales management? Sales Benchmark Index recently argued that slow sales leaders won’t survive. They are unable to change …

We came across an article by Bob Apollo citing Miller Heiman research suggesting that only 34% of all sales organizations believed their management team was “highly effective in helping the sales team advance sales opportunities.” This low figure struck us as extremely alarming – what were the other two-thirds of organizations doing?!? Not applying analytical …