February 15th, 2013
Category Archives: sales forecasting
A Few Simple Questions and Practical Ideas to Exterminate Sales Forecasting Gremlins
According to CSO Insights, sales forecasting accuracy hit an all-time low of 46% in 2012. Just about every business and industry experiences peaks and valleys in their sales cycles, but, even with large investments in sales and marketing automation technology, the problem is getting worse and not better. Did you just throw good money after bad in hopes of achieving sales forecasting nirvana? What on earth is going on?
January 12th, 2012
Using Verifiable Outcomes in the Sales Process to Change and Track Behavior
New Whitepaper from Richardson: Using Verifiable Outcomes in the Sales Process to Change and Track Behavior.
The use of verifiable outcomes has become more widely adopted by companies engaged in complex sales. These measures provide visibility into the sales process, pipeline performance, and forecasting. The problem, however, is that most of these verifiable outcomes are lagging indicators of past performance, not leading indicators of future achievement. Richardson’s new whitepaper explores how to identify and use verifiable outcomes that are leading indicators of customer engagement.
About Richardson
Richardson: Sales Training & Strategy Execution
Richardson helps leaders prepare their organization to execute sales strategies and achieve business objectives.
We have the expertise and resources to help you scale your initiative quickly and confidently across your entire sales force and supporting functions. With you, we establish sales best practices, evaluate talent, build capability and consistency through world class training, and sustain necessary change. We ensure your solution reflects your unique culture and values, which drives rapid adoption and lasting results.
Richardson’s Selling with Insights™
Richardson’s Selling with Insights™ training program teaches your sales reps advanced preparation techniques and dialogue skills to present insights, challenge the customer’s thinking, add more value, differentiate your solution, and build credibility as a trusted business partner. Click here to learn more!
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Dario F. Priolo
Chief Strategy Officer
Even a great sales strategy will fail without effective execution. It is our mission to provide you with insight and best practices for executing your sales strategy and bringing your sales vision to life. We want to help you understand what you need to know and what you need to do to be successful.
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