Is any part of a sales leader’s job more scrutinized than the sales forecast? Hard to say. But as you put together your sales goals for 2017, I want to propose a radical shift in the way you manage performance: an activity-based forecast. This forecast comes from the activity-based selling methodology, where you guide day-to-day activities of sales reps to...read more
This is part of our series covering the best of Dreamforce 2016. Click here to read more. Sales productivity is always a focus at Dreamforce. But sometimes, there’s so much information that it’s hard to determine what’s important for you, as a sales leader. That’s why we’re putting together a series on the best ideas, strategies and technology that came...read more
The most important part of choosing sales metrics is to just start somewhere. You don’t need to get it right the first time. Take a scientific approach, and test out different metrics until you find the right fit. A great best practice is to focus on three leading indicators and one lagging indicator as your team’s main key performance indicators....read more
Benefit Communications Insourcing wanted to drive employee engagement. They didn’t know activity management would be the answer. “We wanted to drive culture, collaboration and increased recognition. We have many folks who work in the field, and our goal was to create a ‘virtual’ culture,” explained CRM Development Manager Valerie Thompson. Valerie and her team evaluated all sorts of new additions to their technology...read more
According to Pipedrive Co-Founder and CEO Timo Rein, there are key activities that you always perform to get to a sale. Activity-based selling merely makes a process out of them. Timo recently shared how to break down and measure that process in a webinar with Sales Hacker founder Max Altschuler: “You can calculate the metrics … ‘What do you need...read more
Buzzwords are the worst. I promise that’s not what activity-based selling is about. It’s a modern sales methodology that solves an age-old issue: Salespeople aren’t always sure where to spend their time and often get lost in day-to-day noise instead of the activities that are truly meaningful to the sales process. Activity-based selling changed this. Managing teams around the activities...read more
Everyone loves to tell you what to do with your sales metrics. It’s not always effective. Sales metrics must be very specific to their host organizations. There’s no guarantee that what works for one team will also work for another. It’s not all bad, though. There’s a lot of good research and data surrounding sales metrics, and many experts have...read more
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