Everyone recognizes that focus is one of the key elements in driving the performance of your sales organization. Most organization resort to the pragmatic approach of ‘focus on the top deals’, often augmented with a time dimension like ‘that we need to close in the near future’. I’m regularly surprised by how true the 80-20 […]
Insights from your Sales Data: Can you trust your Sales Funnel?
Plan, do, check, act. Most Sales Manager are quick in in taking actions based on insights from their Funnel. But can they trust their insights? Your insights are limited by the consistency and quality of the data in your Sales Funnel. You can only build reliable consolidated insights if your team is consistenly using the […]