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Download Edge Download ChromePublished on October 31, 2016 |
Today’s sales managers are more than revenue generators. They’re also responsible for accurate forecasting, which impacts every level of the business. By going beyond raw sales figures to utilize available data and analysis, they can guide their teams—and your company—to greater success.
This increased accountability encourages managers to use their business’s data to understand what’s really driving ROI—as well as the company’s strengths and weaknesses. By determining underlying causes rather than just relying upon results, they’ll be better armed to both create efficiencies and boost effectiveness.
The days of estimated forecasts are gone. Now, there’s enough data at sales managers’ disposals to determine which specific sales activities are delivering results, and how. An astute manager can:
If sales managers are going to do this, it requires greater accountability across the board. This will mean:
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