Gary Milwit is the Senior Vice President of Sales at Stone Street Capital, LLC, a leading specialty finance company that purchases future payments. He was recently recognized by the American Association of Inside Sales (AA-ISP) as the 2013 Executive of the Year. The former high school athletic director, football and baseball coach is also an …
Read more »
There are many challenges to forecasting accurately, but you can be more effective at accurate sales forecasting if you manage your “sales forecast killers” carefully. Consider these 10 key forecast killers and if they creep up into your opportunities then flag those opportunities as “at risk”. Timing Time kills all deals. Look at the opportunity …
Read more »
We recently attended a webinar hosted by Salesforce.com called “Sales Coaching Master Class with Tony Robbins,” featuring Tony Robbins and Walter Rogers. We were truly inspired and thought this would be a great time to write a post about what Sales Coaching really means. As discussed in a recent blog post, the best managers – …
Read more »
The SiriusDecisions Summit 2013 took place over three days last week in San Diego, where more than 1,500 B2B sales and marketing professionals gathered to collaborate and learn about the latest in best practices for marketing, sales and product management. The organizational alignment of sales and marketing processes and teams was this year’s Summit theme. …
Read more »
Sales managers depend greatly on the information provided by accurate sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and sales reps more efficiently, sales managers need to be able to predict the future performance of their organization as closely as possible. Here are five key reasons why …
Read more »
When was the last time you considered deal size as a key component in assessing an opportunity? Sales managers often overlook the size of individual opportunities in the sales pipeline. While the average size of deals is an important metric to examine, segmenting big deals from average (or small deals from average) provides a much …
Read more »
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 …
Read more »