Month

December 2019
Sales pipeline management and forecast reliability is arguably one of a sales manager’s most important tasks. Executives rely upon forecasts – and the resulting revenue – for the health of the organization.  No one likes surprises when pipeline evaporates near the end of the quarter so it’s important to trust that deals are real when...
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Let’s be honest here: Sales dashboards don’t affect sales performance in a meaningful way. They do visualize important data. You show them to C-level executives, investors and board members. They provide a high-level view of how your organization is performing. But you can’t use that data alone to manage sales reps. Sales dashboards tell you...
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Sales incentives can be tricky business. You want to reward your sales reps for their tremendous work, but you also don’t want to ruin your CFO’s day by going over budget. The good news is that studies show recognizing someone’s accomplishments is a better motivator than a reward with high monetary value. So your sales...
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If your organization uses Salesforce, one of the many great features you’ll notice is that it is extremely customizable to your business. With hundreds of apps to choose from, the Salesforce platform can mold itself to support any business, providing solutions that will help drive any company’s growth. Out of all of the categories of...
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Dreamforce offers a unique opportunity for personal and professional growth because of the large number of people from a variety of backgrounds in attendance. On top of that, there are thousands of sessions offering the latest trends and data for each vertical in the Salesforce ecosystem. Although we obviously couldn’t attend every session or speak...
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Oftentimes, people come to work in sales from a variety of backgrounds. This can be great because it provides the industry with a multitude of perspectives and views, but it can also be tricky to train people who have never sold your product or anything similar before. One thing to consider when hiring those new...
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