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Author Archive | Steven Reeves

What Sales Managers Can Learn From Lance Armstrong

Blog post by on January 28, 2013

Lance Armstrong at the 2005 Tour de France. (Photo credit: Wikipedia) More precisely, what can sales managers learn from what happened to Lance Armstrong? Is it don’t be a winner? Perhaps, don’t be a cheat? Maybe, don’t …

Why Are Sales Forecasts So Difficult To Get Right

Blog post by on December 21, 2012

Sales managers face lots of different challenges in their work. One, if not the, most difficult is the tricky business of sales forecasting. That’s why articles addressing the subject are amongst the most popular in our blogs. …

Weighted %age Probability Sales Forecasting Explained

Blog post by on December 20, 2012

Weighted probability, or percentage probability, is a technique sales managers use to manage the uncertainty inherent in sales forecasting. It’s a complicated concept. Most people have trouble understanding why it works, which means they can’t figure out …

Sales Forecasts 12 Dimensions To Get Right

Blog post by on December 19, 2012

Sales Probability Process Management Forecasting sales is tough. Actually forecasting anything is tough, but sales is particularly difficult, because of the number of variables. Most sales are multidimensional and in each dimension there’s a degree of uncertainty. …

Getting Sales Forecasts Right For The CEO

Blog post by on December 18, 2012

Well, that’s a relative term. Nobody gets sales forecasts right, but there are ways of getting your sales forecasts more right than wrong. And, perhaps more importantly, there are ways of explaining to the people who rely …

Simply Sales Management for Business Owners

Blog post by on December 14, 2012

Sales management is a tough job. There are too many challenges, and not enough helping hands. When things go right somebody else gets the credit. When things go wrong, the sales manager gets the blame. The CEO …

The Sales Manager Review Process Explained

Blog post by on December 10, 2012

The sales manager’s review is the most important part of the job. It’s the quality control over the critical business process – creating revenues, happy customers, referrals, publicity case studies. It’s the management control over the life …

The Right Sales Model For Your Business

Blog post by on December 5, 2012

Which is the right sales model for your business? Most organisations struggle to define how the sales function should work, especially now the Internet offers both choices and challenges. In the old days it was simple. A …

Making Sales Management Make Sense

Blog post by on December 3, 2012

Sales Management seems to be a hot topic these days. Our blog at Successful Sales Management is attracting a lot of interest from people wanting to understand more about it. Or at least, somebody else’s thoughts on …