Sales Forecasting Technique: Opportunity Stages Forecasting

Of the top 5 forecasting methods, Opportunity Stages Forecasting is the most common. In this article we’ll discuss why this is the case and include specifics on how this sales forecast technique works, how to fix your sales forecast, and what you need in order to run one. So, what is sales forecasting and why...

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7 Step Guide to Building a Profitable Sales Territory Plan (with Examples)

Sales organizations are more challenged than ever with a connected world, complex offerings, and what seems like an endless world of prospects. Without a strong sales territory plan, sales teams may feel all over the place, and as a result may not be producing the best results for your customers or your organization. If you’re...

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A guide to the top 12 sales methodologies

The 12 Best Sales Methodologies You Need To Know

Sales reps are constantly monitoring their quota attainment. They know how much they’ve sold for the month and how much more they need to sell in order to reach their target. Where the breakdown occurs is how they should get there. Sales Methodology bridges the gap between what needs to be done and how to...

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25 Management Tools for Growing Field Sales Teams

Sales management is one of the most critical roles in a sales organization. Sales managers are tasked to manage the entire sales cycle, ensuring all tools, processes, and of course, people work in unison towards a common sales target. As deals move through the sales cycle, the manager acts as an air traffic controller with...

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Commission target

Typical Commission Structures for Sales Reps (with Pros, Cons & Examples)

Determining commission structures for sales reps is a critical piece to your sales plan. It sets the bar for the level of talent and skill set that you’ll attract to your sales team. It seems simple, right? More money = better salespeople? This isn’t always true. Higher earning potential through a commission time only comp plan...

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3 Types of CRMs (and How to Use Them)

CRM Types Whether you’re in sales, marketing or customer service, a CRM is critical to the success of your business. It acts as the internal system of record and single point of truth for the company. Research by Salesforce shows that CRM applications can help increase sales by up to 29%, sales productivity by up...

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Expert Insight on How To Connect With More Prospects via LinkedIn Messaging

Problems Connecting Are you having trouble connecting with your prospects with LinkedIn messaging? Are you unsure of how to reach out to new connections, or reconnect with previous connections? You are not alone. Many people are told that their business can thrive with the help of social networking and utilizing LinkedIn in particular, but without...

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Expert Series: “Why Sales Forecasts Are Still Off In 2019” with Steve Kraner

In our expert series we discuss a variety of best practices to help sales reps, managers, and everyone involved in the sales process become better. In this round, we sat down with Steve Kraner to get his insight on sales forecasting. Key Sections: – Forecast Process and How to Go About It [1:50] – Forecast...

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Effective Sales Management begins with this….

Without sales, you don’t have a company. This makes the role of sales manager a crucial position with profound impact on the organization. Effective sales managers are not just knowledgeable about sales; they possess management skills and abilities that enable a sales team to continuously stretch beyond their current performance and achieve the next level...

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