The single most important issue in any sales organization is managing the funnel to achieve an accurate sales forecast. Let’s look at two ways this core issue is typically handled.
Company A’s funnel process uses one of the most common approaches to forecasting, orienting its sales funnel to the steps of its sales process: qualifying, opportunity identified, quotation provided, demonstration delivered, and negotiation/close. You know the drill.
While seasoned salespeople are highly valued for their expertise, they can sometimes pose a challenge when it comes to change. Name any kind of change—in company structure, compensation, sales territories, product lines, ownership, etc.—and it’s likely that many seasoned salespeople hate it. It’s understandable to some degree. Successful salespeople have fine-tuned their techniques and are extremely reluctant to change anything about how they work.
It’s no wonder, then, that I often hear sales managers complain: “My seasoned salespeople haven’t yet bought in to using our company’s CRM system. What can I do about it?”