Category Archives: Sales Performance Management

Managing a Complex Sales Process

Presentation Transcript: managing a complex sales process basic sales funnel leads -> sales funnel -> orders complex customer needs => complex sales process a typical process requirements map solutions budget costs configure solution proposal order complex sales process => workflow model workflow model milestones – progress indicators – work hand-over points – business rules roles […]

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The Ideal Sales Pipeline Value – solution selling expert’s view

What is the ideal number of opportunities that we should have in our sales pipeline? If there are too many, we run the risk of not having enough time to devote to them all, and if we have too few, we may not achieve achieve our sales targets. CJ Warstler, Director – Sr. Consultant, Sales […]

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Managing Business by Remote Control

Business owners and managers usually spend most of their time managing their operations to make their businesses work. Business scalability is compromised to maintain cash flow. The most difficult challenge of the business owner or manager is to create free time – to work on strategies to scale the business, or to just enjoy the fruits of labour. […]

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The Secret behind Effective Sales Management

Emily FITZGERALD has an interesting post on the secret behind effective sales management: The secret behind effective sales management is simple: manage activities and measure results. Sounds simple but the misunderstanding lies in the fact that the link between activities and results is very short in demand fulfillment functions (entering customer orders today means shipping […]

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Sales Cycle Time – a critical metric for measuring performance

In the previous post on sales performance analysis, we talked about how certain key performance indicators can be used to measure sales performance. Now armed with some of the feedback from users of On2Biz and further validated by a great post by Lori Grant on Smart Lemming, there is a new sales metric on the […]

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Using the sales pipeline report for key performance indicators

Conventionally, sales performance is measured by the value of orders closed. Sales persons are assigned targets, and their incentives are based on their ability to meet these targets. However, merely meeting targets does not ensure consistency of sales performance, effective utilization of sales resources, accurate target assignments, or effective sales conversions. This article shows how […]

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