Copyright (c) 2010 Mr. Inside Sales How much time and money you spend on your business sales pipeline? Think of the resources, programs, meetings, forecasting, management and measurement that, and the time and effort you give. If you’re like most CEOs or managers or sales VP, sales channel is the blood of life. This is what you run your business. It’s how you make decisions, and sometimes drives stock prices While the pipeline is a vital part of the sales process is also where the most fundamental is wrong, and this error the costs companies millions (if not billions) of dollars each year. The problem is that most companies spend too much time, money and energy in the measurement and portfolio management in place to manage and improve the quality of the son is going – and finally out of -. pipes In other words, most of the drivers that come in your wallet will never be closed, should never have been and, therefore, the company wastes hundreds of thousands of dollars and generating hunting, and measurement and management of potential customers who will never be closed. This is the real problem Ask yourself. “What is my relationship to closing ...
Copyright (c) 2010 Mr. Inside Sales I consult with a lot of business owners, and I hear a common complaint: “The sales team isn’t making their revenue numbers and my sales manager doesn’t seem to know what to do to get them to improve. What should I do?” After reviewing their sales processes, their training program, sales scripts, etc., I always ask the same question: “How much production is your sales manager generating per month?” And I almost always get the same answer – “My manager doesn’t sell.” Therein lies the problem. The problem with most sales managers that they don’t sell. And the problem with that is how can they teach and manage something they aren’t doing themselves (or worse, can’t)? Now I know there are differing opinions on this – some say managers need to manage from the sidelines (like coaches), need to be involved in higher level responsibilities, need to attend endless meetings, and need to be able to set revenue goals and get their team to achieve them. I agree with some of this (except the endless meetings part!), but the most effective and respected sales managers and V. P.’s I work with all lead by ...
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