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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 …

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 …

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 …

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 team thinks that it needs more leads. So, you ask marketing to generate more and more that you think will help grow your sales pipeline and ultimately your bookings (and revenue). But does it really matter whether you get 1,000 leads or 100 leads if the output of both sets of leads is …

As a sales manager, the success of your sales team depends on many factors; having the best talent, the right leads and a proven sales process will all contribute toward greater sales revenues. However, even the best managers often ignore one crucial element – the importance of setting data-driven goals backed up by sales analytics. …

Gary Vaynerchuk is a social media expert, wine aficionado and New York Times and Wall Street Journal bestselling author.  Since the release of his first book – on wine – in 2008, Gary has published two more books (‘Crush It!: Why NOW is the Time to Cash in on Your Passion’ and ‘The Thank You …