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The Essential Components to Effective Sales Planning


Accountability couldn’t be more important than in the sales planning process. That cadence with which you are enabling your managers to inspect and reinforce is critical to driving revenue predictability.

 You’ve been there. It’s the end of the quarter and your reps are scrambling for the number. The whole organization is a stress ball.

So, what happens? Sales reps go into the accounts and opportunities trying to squeeze anything they can into the quarter. They discount and lose margin, while they desperately try to close deals that aren’t baked. As sales leaders, you need to ensure your reps are doing two things well:

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Enable Your Reps to Build More Sales Pipeline

How are you prioritizing your sales resources towards your best opportunities?

As sales leaders, it’s critically important that we focus our reps on our sweet spot, those companies and prospects where you have the best chance at selling a high-value deal. Creating a solid sales planning process for an organization involves three key areas.

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4 Tips for Finding the Root Cause of Your Sales Team's Struggles


Putting a band-aid on a problem with your sales team only delays its evolution. If you want to drive true sales transformation and create real sales impact, you need to identify the root cause of your team's struggles. (Hint: it's not likely that they simply need to make more calls.)

We've worked with sales organizations for years and in our experience, the primary root issues that negatively impact most sales teams fit into a few common categories. Here are four areas that we see most often and may help you identify the root cause of your team's struggles: