I received this from my friends Eliot and Brent at Peak Sales Recruiting
For many companies June 30 is year end. For others it is the end of Q2. Either way, here is a quick reminder of the things you need to be looking at to ensure your team has a great finish to the end of the year:
1. Pipeline – is it above or below the target multiple (usually 3-4x, higher in this economy) and is it leading or trailing?
2. Activity volumes – are calls, meetings, proposals, etc. in line with ratios required to hit targets?
3. Forecast to Actual – is week to week accuracy improving or deteriorating?
4. Slide – what percentage of forecasted deals are sliding into the next month?
5. Top customers – how many generated revenue / were contacted?
To win, your sales force has to be operating at full steam ahead.
Thanks Eliot and Brent – now everyone go out their and exceed this quarter!
Colleen
Are you set to exceed your Q3 goals? | The Sales Leader Blog by Colleen Francis of Engage Selling…
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