par Pierre-Olivier Vidon | Jan 15, 2021 | Change Management, Sales Performance
Key accounts are extremely important to companies in a sense of revenue growth potential and retention. But before initiating a KAM pilot program, check the organizational readiness. And more specifically your key account structure (at global and regional level) and...
par Pierre-Olivier Vidon | Jan 8, 2021 | Sales Performance
Our topic of the week was on « how to improve your sales forecast » through 1) regular qualification checks assessing customer’s urgency, 2) better reporting structure making the information visible to everyone and 3) strong collaboration and exchange of...
par Pierre-Olivier Vidon | Jan 7, 2021 | Sales Performance
#salesforceautomation (SFA) tools provide all the functionalities needed to manage a forecast but often not used as it should be. Why? because it is usually considered as a basic and static repository of data (« we just follow the #salesprocesses « ). You will get a...
par Pierre-Olivier Vidon | Jan 6, 2021 | Sales Performance
Another way to improve your sales forecast: make it visible to the salespeople and sales leaders – provide regular and more granular analysis of the situation. Especially your sales leaders will be grateful to get valuable insights: be able to compare current...
par Pierre-Olivier Vidon | Jan 5, 2021 | Sales Performance
1 way to improve your sales forecast: run regular qualification calls for strategic sales opportunities. Don’t consider qualification as a one-time exercise done at qualification stage but more as an activity done collaboratively at each stage of your sales process.To...
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