Why is forecasting so screwed up? You run pivot tables in Excel, try to read CRM reports, and maybe even buy a business intelligence (BI) tool.
But I bet you’re still not getting the data you need. Why? If you want a forecast you can trust, CRM data alone isn’t enough.
Your forecast misses a rep’s real source of truth: their email and calendar. Here’s what I mean: CRMs just give the basics — customer name, opportunity size, close date — but not the backstory on what reps do all day. The only thing you can swear to...
My last encouragement to sales ops and marketing teams was: get your SKO resources into the pockets of your sales reps. (It’s been three weeks — any progress yet?)
At that time, I encouraged a three-step plan:
Put Sales kickoff (SKO) materials on rep phones — and find ways to build the best thinking into daily selling.Add to that library: put all rep tools and resources on their phones.Make it easy: avoid the silo diving by making everything accessible in two or three taps and design for simplicity and immediate use.
Read my previous post here.
I’ve been in sales and sales management a long time and have attended countless sales kickoff meetings. I enjoy the energy and excitement. You can see the effort sales ops and marketing put into designing best practices and everyone has great expectations they are finally going to get what they need to close more deals—and close them faster.
Sadly, that excitement seems to last until the bar closes on the final night.
When everyone goes home, the kickoff materials drop into a black hole. In a file share. On removable hard drives. Basically forgotten. And quickly, no on...