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Saturday, November 8, 2014
Sales Effectiveness - Transition from Analog to Digital

Sales Effectiveness – Transition from Analog to Digital A recent study by Accenture concluded that many of the Global 2000 corporate B2B sales forces are not embracing the numerous tools available to them and subsequently falling short of their revenue goals. http://bit.ly/WGpYe0 Sales Effectiveness is a rather nebulous term as it can mean so many things: quota attainment, productivity, and customer satisfaction come to mind. Many corporate sales reps still feel that...

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Thursday, October 23, 2014
Jose Bautista - Profile of a Pro

I grew up like any true Canadian playing hockey but, given that I was raised close to the Canadian / US border, I also experienced the beautiful game of baseball. We were fortunate to play in 2 leagues: one in Southwestern Ontario and another in Michigan. The level of skill was significantly higher across the river in Port Huron, Michigan. So, I became a student of the game. And, as a result, I’m a real baseball fan. Although I grew up a Detroit Tigers fan, once Toronto became my...

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Thursday, January 8, 2015
Is your CFO rolling the dice when it comes to receiving accurate sales forecasts?

Large sales opportunities continue to create a false hope to meet forecasts

C-Suite executives are losing confidence in their sales organization’s ability to deliver accurate sales forecasts. According to a recent CSO Insights survey over 47% of forecasted (and weighted) enterprise sales opportunities never close. In fact, the odds of winning at a craps table in Las Vegas are slightly higher. 

There is a great video by Jim Dickie, Managing Partner at CSO Insights, talking on sales forecast accuracy and close rates. Take a moment and have a look a Jim's video below.

Large forecasted sales opportunities create a false sense of pipeline security in many organizations. The reality is you can’t close 50% of a large sales opportunity. It is all or nothing despite qualification weighting. When these large “opportunities” are lost it is nearly impossible to backfill the lost revenue associated with the deal, which creates tremendous angst and pressure throughout the organization.

Veracity of the sales pipeline has never been more important than it is now. With higher levels of competition, and longer sales cycles, sales organizations are looking for processes and methodologies that...

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