20 Oct Treat Your First-Line Managers As True Force Multipliers
Harvard Business Review reports, in a 2019 article called “The Leader as Coach”, that the “role of the manager, in short, is becoming that of a coach.”...
Author: Harry Dunklin
24 Feb Should I Fire My Sales Managers?
At its core, Customer Verifiable Outcomes (CVOs) are those few tangible things sales leaders can manage in order to gain insight into the accuracy and quality of their teams’ forecasts....
20 Jan The Case for Assessment – It’s Open and Shut!
When decisions are based on instinct and what leaders think will happen, they aren't based in fact. This means every part of the sales plan, forecast, etc. is a best-guess...
03 Dec 2 Better Ways To Measure Sales Performance & Improve Pipeline Accuracy
By focusing on just two metrics, sales professionals and their managers can significantly improve client satisfaction, employee engagement & the bottom line – on both a company and individual level....
29 Sep Ouch! A Missed Forecast Impacts Talent Retention AND Investor Confidence
When revenue forecasts are wrong, organizations lose both the war for talent and the battle for shareholder confidence. Even though the damage wrought by inaccurate forecasts is obvious to most...
16 Jun The Post Covid Need For Speed In Organizational Assessments
In April 2021, McKinsey published “Ready, Set, Go: Reinventing The Organization For Speed In The Post-COVID-19 Era. This informative article was spot-on about the “need for speed” and reduction of...
17 Sep The Best of the Best Practices Used by Best-in-Class Companies to Forecast
McKesson Corporation devised a Dynamic Opportunity Scorecard whereby they objectively score opportunities above a certain value to determine an objective score for that opportunity...
03 Sep The Implication of a Missed Forecast
The plain truth is that only 1% of companies hit their financial forecast over a three-year period, and only 20% are within 5% of their forecast. Overall, companies were 13%...