It’s that time of the year. Many of you just received your 2016 sales goals. Regardless of whether your goals are recurring account-revenue-based or project-based, they have one thing in common. There is probably a gap between revenue that you can confidently forecast and your 2016 goal. Let’s call that gap your “Yet-to-Find Number.” The first place to look is at your current pipeline (or funnel) of identified opportunities. Is it healthy enough to fill the gap and allow you to exceed your goal? Looking at your pipeline through these four lenses—quantity, quality, balance, velocity—will give you a better view.
Building Successful Selling Organizations
Critical Path Strategies helps sales leaders develop successful selling organizations. Our portfolio of services addresses the strategic, organizational, and relationship issues that impact selling performance. We deliver sales consulting aligned to strategic business initiatives and customized sales training that improves sales productivity, performance, and profitability, and provides significantly better results for your customers.
Our clients—emerging companies and members of the Fortune 500 alike—typically measure 100 to 500 times their Critical Path Strategies investment in revenue growth.
Article: How to Get the Most from Your Coaching
It takes two people actively engaged in the act of sales coaching for it to have an impact. What actions can you (as the coach-ee) take to ensure that your coaching sessions are productive? These 10 coaching habits for those receiving coaching will help ensure an on-target and productive session.
Strategic Account Management Workshops
Spend two days with CPS and learn to use a proven, structured planning process to develop concise account, opportunity and relationship strategies for your customers. Leave with a targeted action plan that drives accountability and produces the highest value recognition and greatest results for both you and your customer. Sessions are available for registration on the dates below.