Designing Effective Business Processes: Creating Synergy between Sales Representatives and Managers If that situation seems familiar to you, then you should review the processes you have designed. On the one hand, sales representatives do not want to fill in information about leads, calls, meetings, quotes, and opportunities in the system. They want to sell. On…
Mastering Sales Pipeline and Forecasting: Key Strategies The sales pipeline is the total amount of open opportunities. It is useful for day-to-day operations, territory management, forecasting, etc. Forecasting is especially crucial as it shows you master your business. Startups investors and big companies top sales leaders will expect high forecast accuracy. If you get it…
Proactive Sales Management: Addressing Sandbagging in Sales Teams Have you ever bet a small amount at Poker even though you knew you had the best hand, just to keep other players in the game? That’s sandbagging. In the business world, sandbagging means hiding opportunities. This behavior appears at all levels. In this post, I’ll share a…
Key Metrics for Tracking Outbound SDR Performance and ROI An outbound SDR (Sales Development Representatives) team generates meetings for account executives. Unlike inbound SDRs, they don’t process marketing leads or inbound calls. They don’t carry any quota, but their compensation plan usually takes into account the number of scheduled meetings and generated revenue. In this…
Increase Sales efficiency with Data Mining Data mining can make a massive difference in startups. Most startups begin with an empty CRM, and sales hunters spend hours creating new accounts and new contacts. Having someone who masters data mining can save hours of tedious work. In this post, I’ll show you how data mining can…
The Key to Revenue Projection: Exploring Pipeline Historical Data Pipeline historical data can be hard to get. Salesforce reports mostly show real-time data. Unless you master Salesforce, you won’t be able to retrieve opportunities historical data. Having this data can be quite useful for forecasting, as there is a tight relationship between a consistent pipeline…
Effective Strategies to Prevent Cheating in Sales Contests Sales contests are great to boost sales productivity but can be counterproductive when sales reps cheat. Cheaters win all the time, and the most honest sales reps withdraw from contests. In the end, cheating brings dissension among sales reps and your company is giving money away. How…
From Cheating to Success: The Journey to Transparent MQL Reporting As started my carrer as a Salesforce administrator in a small tech startup in Paris. Turns out, as I was the only one in this small company implementing processes in Salesforce to be able to measure and improve KPIs such as leads, Marketing Qualified Leads…