Will this deal close? When you’re forecasting, that’s the question ... over and over. The CRM shows a close date and an amount. Do you trust it? How do you decide?
2016 is the year we drop the bullshit in sales technology and move to data-driven, no-bullshit execution. And it’s about time.
Three tips will make your 1:1s more effective: research before the meeting, decide beforehand which deals to discuss, and offer help that matters.
This past week, I sat in a large networking company’s conference room listening to an irritated sales rep and his sales manager discuss challenges in their current sales process (as an aside, being able to listen in on these sorts of conversations is what makes being a product manager such an awesome job!).
Inaccurate, incomplete sales data is a major headache for any sales team. Sales reps, managers, and executives use CRM data every day to set selling priorities, make program investment decisions, and forecast revenue. And the revenue forecast, in particular, can affect departments all over the company. So poor data leads to poor decisions that keep companies from reaching their goals. At the same time, every sales veteran knows it’s not practical to improve data quality at the expense of revenue.
Selling is really about buying. But you knew that, right?