by Sherry Nicols | Jul 11, 2013 | CSO Insights, Qualifying Opportunities, Sales Forecasting
Today’s buyer empowered, uber competitive selling environment, requires sellers to be much better at qualifying opportunities than they have ever been in the past. Why? Because buyers have ready access to the product information they believe they need to make a...
by Bob Nicols | Jul 9, 2013 | CSO Insights, Sales Leadership, Sales Management
Should sales managers be compensated based on the performance of their team? According to over 1700 respondents to CSO Insight’s Sales Management Optimization 2013 Key Trends Survey, the majority believes so. I also support the majority’s position....
by Bob Nicols | Jul 2, 2013 | Sales Tips, Sales Training
In CSO Insights Sales Management Optimization 2013 Key Trends Analysis, a report generated by surveying representatives from over 1,700 companies, respondents were asked to identify the type of sales process their company adopted. The survey revealed that the largest...
by Sherry Nicols | Jun 18, 2013 | CSO Insights, Predictive Metrics for Selling, Sales Forecasting
Nearly everyone in sales management would agree that the ability to accurately forecast sales results on a timely basis is the Holy Grail of sales management. Accurate sales forecasting is the culmination of all preceding activities and allows for enhanced cash flow,...
by Bob Nicols | Jun 15, 2013 | CSO Insights, Sales Leadership, Sales Process
If you haven’t read CSO Insights Sales Management Optimization 2013 Key Trends Analysis, you should. As always, it’s a fascinating read. The report begins with a quote shared at a CSO Summit by Jay Vanderbree, Senior Vice President, Home Entertainment...
