Which sales innovators are taking center stage this week? Let's continue the sales ops conversation and learn top-of-mind sales ops best practices and thought leadership from ForeScout Technologies sales innovators, Erin O' Leary and Jennifer Ryan! We hope you enjoy another segment of our Clari Sales Innovator blog series!
Your sales rep thinks that a prospect is committed to buy. But is that really the case? Typically, assigning a sales opportunity to a “commit” stage means that your sales rep has verbal confirmation that a deal will close. The problem is, not all reps use the same criteria when forecasting what will make it across the finish line this quarter.
What does a birdseye view of your quarter look like? Do you have a consistent stream of deals coming through? Or does it seem like a log jam builds as a new quarter kicks off with a rush of opportunities making it across the finish line treacherously close to quarter’s end? If it’s the latter, you’re not alone — but it’s a key indication that your team is struggling to build a linear sales process.
A sales forecast implies a stake in the ground around where the company aspires to be, and a set of priorities and actions that the organization will need to execute against to get there. Building a solid process plays a fundamental role in taking your forecasting to a better place. Here are some guidelines to building a process that will increase your sales team’s ability to more accurately call the number.
Several months ago, I sat in the office of the VP of global sales for a top storage company. He vented to me about his forecast, saying that week after week, quarter after quarter, he has the same two questions: What’s in the pipeline? What changed?
I’m incredibly excited to welcome Medallia to the Clari family. If you haven’t already come across Medallia, they’re the global leader in helping companies capture and interpret customer feedback — all to improve the customer experience. It’s powerful stuff driving their growth to over 700 employees and a total investment of $255 million.
For many, a new quarter is underway, and sales teams everywhere are busy setting up first meetings. After great first meetings, it's follow-up time. And, what does it mean to 89.99% of the salespeople? Time to use their generic email template: "I was just following-up/touching base/checking in with you..."
The end of Q3 is screaming toward you … and your team’s number is nowhere near being in the bag. And that voice in your head howls that the weak Q4 pipeline means next quarter won’t be easier. Even if you rally your troops to grind out a successful Q3, you know you’ll wake up Oct. 1 wondering what deals will make or break Q4. It's Groundhog Day every quarter.
Sales execs used to rely on "gut and golf" to close deals, but today that's just not enough in an environment where only 30% of qualified leads typically close.
In sales, a new year means two things: sales reps under pressure to hit their number and sales execs looking for a record year.
Stakes are high, so no one wants to start the year in a hole. But many sales teams do – throwing away millions in lost revenue. How? By accepting lack of clarity (aka “a hunch”) on which deals deserve attention and which to push.