Category Archives: Measure Results

Quick Count

I just got back from a trip to Taiwan. I work with some great people there. I enjoyed getting to know them better and meeting with some of my company’s customers and foundry partners. I went through four audiobooks while I was traveling. My favorite from this trip was Malcolm Gladwell’s “Outliers: The Story of Success.” Continue Reading »

Is Salesforce.com 15x More Valuable to Today’s Users?

Dreamforce took place last week in San Francisco. That, and several recent conversations about CRM options, has me thinking about maximizing the ROI from cloud based CRM investments. When I first deployed Salesforce.com in 2001, it was not a typical decision for a sales leader to make. Salesforce was a small company then. I think Continue Reading »

Excel Tip – Summarize at the Top

Using Excel Subtotals, Method 9 will enhance spreadsheet clarity by giving you a nice way to put headline information right at the top. This technique is particularly helpful for long single-sheet projects that incorporate the use of Excel Filters. Spreadsheets profiling target markets, reviewing sales territory results and projections, and assessing customer focused initiatives can become lengthy. Clear Continue Reading »

Territory Centric Sales Growth Plan

Now’s the time to build a sales growth plan using an assessment of your year-to-date business and pipeline as a starting point. There are four months left to generate the business anticipated in this year’s business plan. Are you going to meet your target sales volume? Can you exceed the plan? What can you do Continue Reading »

Set Metrics to Support Ongoing Growth Measurements

It’s necessary to track top line revenue growth, but this single metric is unlikely to provide sufficient insight into critical areas of opportunity and vulnerability. Small CRM system tweaks and simple calculations can be used to establish data measures that give a realistic picture of progress over time. There is a substantial benefit to having Continue Reading »

Establish Sales Stages to Accelerate Deal Velocity

Business growth relies on diligence, luck and finesse. A sales culture that maximizes growth adds science to the mix by establishing a well defined sales process. Having clearly defined and well understood sales stages will help your sales team keep deals moving and enable meaningful tracking to identify opportunities for further acceleration.

Assessing Sales Forecast Accuracy

Most leading companies take forecasting very seriously. Cloud based sales automation tools simplify data capture and reporting. Still, it can be a bit tricky to get a meaningful view of forecast accuracy and deal velocity. In the example that follows, we’ll be looking at quarterly results comparing forecast values from the beginning of month two Continue Reading »