The Win Rate of Forecasted Sales Opportunities is Only 45.8%!
Yes, you read the headline correctly. In 2015 the average win rate of forecasted deals was a meager 45.8% according to data provided by CSO Insights, a division of MHI Global.1 The statistic is not pretty and it’s not one that sales representatives, managers or vice presidents would like to defend. Why is the win […]
4 Sales Reviews That Every Organization Should Conduct Routinely!
In meeting with sales executives and global account managers who exceed their revenue goal each year, discussion invariably focuses on the benefits of four review processes that pave a pathway to sales success. Successful sales executives meticulously conduct four types of sales review processes: Win-Loss Analyses, Global/Strategic Account Reviews, Must-Win Reviews and Funnel Reviews. Let’s […]
Another Sales Year–Another Sales Quota Miss!
It’s a new sales year and last year is behind us. The slate is clean and everyone begins at the same starting point. In every sales organization optimism soars at this time of year. Recent research findings, however, suggest there are reasons for grave concern. The Fact CSO Insights, a division of MHI Global, paints […]
Do the Questions Asked in a Sales Call Make You Memorable or Forgettable?
Recently we had the opportunity to lead a round table discussion with several sales professionals from diverse industries. One of the questions we posed to them was “Do the questions Sellers ask a Buyer during a sales call differentiate them?” In other words, does the questioning process alter a Buyer’s perception of the Seller? As […]
During A Joint Sales Call, Are You A Potted Plant?
Before we started a recent training program on Sales Call Planning and Execution we asked the participants to tell us what they would like to achieve from the training. There was one question that arose from several of the participants. It was as follows: “How do you avoid having people from your organization go on […]
Selling to the Executive Suite: Unlocking the Executive Mindset
There is an abundance of excellent articles on selling to the C-suite or the executive management team. It’s strong evidence of the continued professional growth of our global sales community. You can find data-driven supportive research documents, testimonials and interviews, books and case studies. It’s a topic that creates a high degree of interest in […]
Self- Inflicted Wounds in Sales
No one intentionally tries to lose a sale. It’s not uncommon, however, for even savvy sellers to inadvertently self-inflict a wound or two during the sales year. After all, it’s tough to be perfect all of the time. Here is our list of the most common self-inflicted wounds that we see in working with clients […]
What Should You Do With Stalled Sales Opportunities?
Stalled sales opportunities account for between 10 and 15% of most sales funnels, yet little is written about stalled opportunities and the implications for both the sales representative and the sales manager. They are the dirty little secret of sales. Let’s consider for a moment “what” constitutes a stalled opportunity, “why” opportunities stall, and “how” […]
Are You The Ideal Sales Representative?
Over lunch during a recent sales training seminar we were asked a question that normally arises in discussions with sales executives or HR managers: “From both of your experiences in managing sales teams and consulting on sales productivity, what are the attributes that embody the Ideal Sales Representative?” Here is how we responded. The best […]
Is Sales Planning a Waste of Time?
The Context In a recent sales workshop we had lunch with three sales representatives. For purposes of anonymity we will call them Abbie (A), Bill (B) and Charlie (C). It was 10 months into their fiscal year and the conversation turned to their sales funnels, sales planning activities and their efforts to close the year […]
