There is plenty of sales data, but which data is meaningful? Learn how to develop a sales performance model to give context to your sales numbers.
Selling isn’t easy. From quarter to quarter, you have to make your number. That requires that you take all kinds of different activities and produce all kinds of outcomes.
In most organisations, sales managers are the essential bridge between the company’s sales goals and the realisation of those goals. It’s an incredibly important and difficult job. Alas, only a small percentage of untrained sales managers ever really figure it out, arriving by trial and error and after hours of study at the best practices of an effective sales manager. The overwhelming majority find themselves caught up in the urgencies of the moment…
The fact is, a well-defined selling system is one of the essential components of an effective sales company. To be effective and productive in your sales efforts, sooner or later you need to develop a selling system.