If you are investing just in your frontline salespeople, training won’t get you the peak performance results you desire. Don’t get me wrong I love training and developing sales teams but over the years’ experience has shown me that if we don’t invest in developing their sales manager much of the improvement can be quickly …

Yes, it’s that time of the year again! Sales managers everywhere are being questioned by Senior Management about their confidence in the pipeline forecast for Q1 2024 and into the New Year. But having confidence assumes you have a reliable way to calculate this vital metric. Unfortunately, many companies have a simplistic or mistaken approach. …