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Sales Pipeline Trend (Track Whether Your Funnel Is Growing Or Shrinking)
Tracking your sales pipeline trend is essential. That's because all other things being equal, you cannot increase sales if your funnel growth is flat. Or even worse, heading downhill. In other words, managers need clarity on the historical trend in the size of their...
To Exceed Year-End Quota, Apply These Q4 Sales Strategies Now
It’s that time of year. Q4. When sales teams around the world are under pressure to get deals closed to meet year-end quotas. I have worked with many companies in that situation. And here’s what I’ve found: The most successful executives apply five Q4 sales...
Getting Started With The GSP Sales Dashboard
Step 2: Enable Historical Trending The step applies only if you are installing the Enterprise Edition of the GSP Sales Dashboard. The Historical Trending feature must be enabled to install the dashboard successfully. If you get this error message when installing the...
Successful Sales And Marketing Alignment | 5 Powerful Best Practices
“I’ll prove it to you!” exclaims Jack Kosakowski. "Let me show you the current state of Sales and Marketing alignment." It’s September 12, 2017. I’m attending the London Sales Hacker event. We’re in the middle of a panel discussion, “Sales And Marketing Alignment...
40.2 Million Google Search Results On Sales And Marketing Alignment | Summarized
Search for sales and marketing alignment in Google and you get 40.2 million results. I know this because I did a lot of research for my own article on Sales and Marketing Alignment | Proven Strategies For Success. Although I must admit. I didn’t review all 40.2...
Lead Conversion In Salesforce | 5 Proven Best Practices
I have seen many attempts to implement an effective lead conversion process in salesforce. Not all of them successful. That is putting it mildly. In fact, businesses often mangle their lead conversion process in salesforce. The result is: Reduced sales, because leads...
How To Plug A Leaking Sales Funnel In The Right Place
Everyone in sales has a leaking funnel. That’s the nature of the game. It is, after all, why the sales pipeline is typically displayed as a funnel. There are fewer deals at each successive stage in the sales process. If the funnel wasn’t leaking, you would win 100% of...
How And Why To Use Expected Revenue For Sales Forecasting
Not having an accurate revenue forecast is the bane of many sales managers’ lives.Gut feel just won’t cut it.Nor will a top-down percentage applied across all open opportunities.Moreover, executives often dismiss the Expected Revenue report in salesforce as irrelevant...
Track Revenue Over Time In Salesforce Using Revenue Schedules
Schedule Revenue Over Time In Salesforce Take our new app for a test drive today Revenue schedules are critical because when winning the deal, often, no money changes hands. Instead, revenue accrues over time. For example: Professional services that...
10 Tips For Salesforce Project Success | Detailed Implementation Advice
For salesforce project success we need to delve deeper than generic advice that applies to any business initiative. 10 salesforce specific drivers of project success.
How To Compare Your Sales Funnel With Quota In Salesforce
Many managers that use salesforce are still not gaining the sales funnel insight they expected. In particular, they want to know much more about how the sales funnel compares with their quota. Sure, they've got salesforce dashboards set up. These give visibility of...
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