thriwin.io’s Post

In our experience, having a good sales action plan means you can track and maintain sales activity right to year end – and close the year strong. Quarter 4 is where your competitors often stumble. Inefficiencies in sales processes have started to show up. Leading indicators are missing. Sales activity slows down. So – it’s good practice to review your sales action plan and find ways to improve it so that Q4 is never wasted. In your opinion, what’s your biggest challenge to closing sales right through Q4? - Unrealistic goals your team can’t achieve? - Lack of tools and resources? - Missing data? - No time for regular review meetings? - Obstacles and setbacks? - Other – tell us in the comments! https://lnkd.in/gBtrBsCe #salesleadership

Sales Leaders… are you tired of unpredictable or meaningless revenue forecasts? Have you just accepted that it will always be this way? Good news! Check out this article from Dave Mattson, Sandler President and CEO. He shares how you can reverse the dysfunctional cycle by making your sales process a communication tool—one that supports forecast accuracy, pipeline hygiene and linearity. https://lnkd.in/gFat6nVr Here are three reasons why a sales leader should read this article: 1. Understanding the Flaws in Revenue Forecasting: The article delves into common issues in sales forecasting, such as reliance on gut feelings and subjective judgments rather than hard data. This understanding can help sales leaders identify and rectify the inaccuracies in their own forecasting methods. 2. Improving Sales Process Communication: Mattson emphasizes the importance of using the sales process as a communication tool to support forecast accuracy, pipeline hygiene, and revenue linearity. This insight can guide sales leaders in refining their sales processes for better results. 3. Implementing Effective Sales Strategies: The article offers practical advice on how to create a sales process that operates effectively at both macro and micro levels. It suggests using objective and verifiable criteria for each stage of the sales process, which can help sales leaders in making more informed decisions and improving their team's performance. If you need help in improving forecast management and deal predictability, give us a shout. #pipeline #417strong #417land #SGF #SGFRegion #salesleaders

Petr Zelenka continues to surface the things we are know are ongoing problems within our GTM organizations, but fortunately he offers solutions. We need more coaching for managers to ensure alignment across the process. It is not enough to say "we're all going to do the same thing." We need to provide the necessary support to ensure they are equipped to do it, and that goes beyond investing in platforms and tools. You can buy all the tools you want to try to manage a process, but without oversight into the daily behaviors of the team, your tools are useless. Much like when people buy home exercise equipment with the goals of "getting in shape"...it is not the (lack of) treadmill that is holding them back. To be successful, they need 1.) the desire to get on it every day 2.) the knowledge of what to do when they get on it 3.) a system that makes it easier to engage (removing obstacles such as scheduling conflicts) and 4.) the presence of a well designed training plan, with specific objectives every day - hard days, easy days, intervals, long runs. Think of our GTM organization as a team of athletes and train them accordingly. Without synchronization across ALL systems and stakeholders, they will continue to all do their own thing, which will continually impact results in the least desirable way.

Sales Leaders… are you tired of unpredictable or meaningless revenue forecasts? Have you just accepted that it will always be this way? Good news! Check out this article from Dave Mattson, Sandler President and CEO. He shares how you can reverse the dysfunctional cycle by making your sales process a communication tool—one that supports forecast accuracy, pipeline hygiene and linearity. https://lnkd.in/g_hHM7TG Here are three reasons why a sales leader should read this article: 1. Understanding the Flaws in Revenue Forecasting: The article delves into common issues in sales forecasting, such as reliance on gut feelings and subjective judgments rather than hard data. This understanding can help sales leaders identify and rectify the inaccuracies in their own forecasting methods. 2. Improving Sales Process Communication: Mattson emphasizes the importance of using the sales process as a communication tool to support forecast accuracy, pipeline hygiene, and revenue linearity. This insight can guide sales leaders in refining their sales processes for better results. 3. Implementing Effective Sales Strategies: The article offers practical advice on how to create a sales process that operates effectively at both macro and micro levels. It suggests using objective and verifiable criteria for each stage of the sales process, which can help sales leaders in making more informed decisions and improving their team's performance. If you need help in improving forecast management and deal predictability, give us a shout. #pipeline #417strong #417land #SGF #SGFRegion #salesleaders

Sales Leaders… are you tired of unpredictable or meaningless revenue forecasts? Have you just accepted that it will always be this way? Good news! Check out this article from Dave Mattson, Sandler President and CEO. He shares how you can reverse the dysfunctional cycle by making your sales process a communication tool—one that supports forecast accuracy, pipeline hygiene and linearity. https://lnkd.in/gW6b397D Here are three reasons why a sales leader should read this article: 1. Understanding the Flaws in Revenue Forecasting: The article delves into common issues in sales forecasting, such as reliance on gut feelings and subjective judgments rather than hard data. This understanding can help sales leaders identify and rectify the inaccuracies in their own forecasting methods. 2. Improving Sales Process Communication: Mattson emphasizes the importance of using the sales process as a communication tool to support forecast accuracy, pipeline hygiene, and revenue linearity. This insight can guide sales leaders in refining their sales processes for better results. 3. Implementing Effective Sales Strategies: The article offers practical advice on how to create a sales process that operates effectively at both macro and micro levels. It suggests using objective and verifiable criteria for each stage of the sales process, which can help sales leaders in making more informed decisions and improving their team's performance. If you need help in improving forecast management and deal predictability, give us a shout. #pipeline #417strong #417land #SGF #SGFRegion #salesleaders

Does Forecasting Matter? 🤔 Most new sales leaders are chomping at the bit when it comes to sales forecasting. They consider it the most important facet of the sales process and devote significant time to making accurate predictions. Well, according to Kyle Asay, they’ve got their priorities backward…for the most part. 💡 As Kyle says, “Sales forecasting is critical to learn, but it’s not one of the first things I focus in on.” Instead, sales leaders need to put accountability at the forefront. Because if sales leaders screw up their forecasting, the company suffers in the short-term—but will correct swiftly. ⚠️ On the other hand, messing up your accountability and development leads to long-term inaccuracies. On this week’s Shake Sales, Sujan Patel invites Kyle to share the expertise that made him the #1 sales leader and AE at his company for multiple years in a row. Tune in to Shake Sales from the link below. 👇 #ShakeSales #sales #SDRs #growthhacking #salestips

For the sales team, the single most important metric that a sales manager has to be measured on is “sales enablement”. This metric is a far better predictor of future long term performance.  The sales manager can zoom in and apply this metric to that one deal that may be the biggest for that quarter, or abstracted across the org to track quarter-on-quarter growth. This metric shifts the focus from things that are not in direct control, like pipeline coverage, or product features/integrations, brand recall or competition; to things that are in control - the incentive policy, sales coaching/training, feedback loop for AEs, discounts, lead allocation, sales team structure. A team that can drive a repeatable sales performance operates very differently from one that does not. #salesteam #salestraining #salesperformance

Top-Performing Sales Managers are much more likely to be highly confident in their ability to help their sellers achieve strong sales performance. Sales managers of top-performing teams are 67% more likely to be extremely or very confident in their ability to help their sellers achieve strong sales performance. And, based on this study, we now know what the key drivers of sales manager confidence are. Confidence matters from the seller’s perspective, too. If sellers don’t believe sales managers are effective and can help them achieve strong performance, sellers are less likely to be Top Performers. https://hubs.li/Q0242WYn0 #SalesManager #SalesManagement #Sales #SalesLeader #SalesEnablement

As we dive into the challenges and opportunities of a new year, the daunting question for many is: "How will we achieve these ambitious targets?" The solution lies in the cornerstone of successful sales – a robust and strategic sales pipeline. Without a clear roadmap, meeting new targets can feel like navigating uncharted territory. That's where a well-defined sales pipeline steps in, offering a beacon of clarity and a strategic approach to your sales endeavours. Imagine having complete transparency on ongoing opportunities, understanding their progress, and precisely knowing the efforts required to secure those crucial deals. This level of insight is not just about forecasting; it's about empowering your team with the knowledge they need to navigate the path to success. A strategic pipeline ensures efficient resource allocation, enabling better coaching and support for your team members. In 2024, make uncertainty a thing of the past. Explore the power of a robust sales pipeline to turn your ambitious targets into achievable milestones. Ready to take the leap? Visit https://lnkd.in/g_MN6UPX and discover how a strategic approach can make all the difference. Christina Bruce #salesstrategy #salesskills #salestraining #salescoaching #salespipeline #salesprocess #salesperformance

Topic Question: What does a senior sales leader do if his sales department needs to scale successfully? Before the senior sales leader considers scaling, it's imperative to assess the sales division’s current state thoroughly. What is the best strategy? ---- Introducing "Ask Ruben" - Your Go-To Column for Sales, Business Development, and Revenue Generation Insights! 🚀 Step into the world of sales success with Ruben, a seasoned sales leader extraordinaire! 🌟 🔥 Got burning questions about boosting revenue, mastering business development, or supercharging your sales strategies? Look no further than "Ask Ruben" for expert advice that always hits the bullseye. Welcome to "Ask Ruben"—where sales success stories are made, one question at a time. 🌟 ----- The “Ask Ruben” Answer: To successfully scale a sales department, a senior sales leader should: 1. Evaluate current performance metrics. 2. Assess sales processes, team structure, and technology. 3. Identify skill gaps and provide training. 4. Analyze customer segmentation for expansion opportunities. 5. Set clear goals and KPIs. 6. Develop a scalable sales strategy. The sales department can be better prepared for successful scaling by following these steps. ----- #Hashtags: #SalesSuccessStories, #BusinessBrilliance, #RevenueRevolution, #AskRubenInsights, #SalesMastery, #BusinessDevelopmentTips, #RevenueGenerationGuru, #ExpertAdvice, #SalesProTips, #BusinessGrowthHacks, #makeitraininbusiness, #rubencoronacontent