The Brooks Group

JUNE 3, 2016

Sales forecasts are by nature imperfect, but according to SiriusDecisions research, 79% of sales organizations miss their forecast by more than 10%. That inaccuracy has a tremendous effect on an organization’s ability to deliver high-quality products and services to customers. The most common reason sales managers can’t get sales reps to forecast more accurately is because there isn’t a common sales process represented in the pipeline stages.

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Sales process Sales CRM Prospecting 49

The Brooks Group

JUNE 1, 2016

Over the past month we’ve highlighted each of the 5 high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels. While coaching is widely considered to have the greatest impact on sales effectiveness, formal strategies tend to be poorly executed or non-existent, according to the Sales Managemen

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Sales Sales Management Training Specialization 49

The Brooks Group

MAY 30, 2016

. We recently introduced the Sales Coaching Best Practices Series—a mini-series designed to highlight the high-gain coaching activities that EcSell Institute —a research firm specializing in sales coaching, leadership, and management—has identified through their research as having the greatest impact on a sales rep’s ability and willingness to produce at higher levels.

Sales 49

Sales Management Sales Management Specialization 49