Same Old Song and Dance Sales leaders in complex B2B selling environments know that it’s not enough to know how much pipeline they’ve got. They also need to know how the pipeline got to that point. What changed in the last week, month, quarter, etc? Which deals increased or decreased? Which ones pushed? How about […]
Tag: reporting
You Spin Me Right Round
Stop Playing Reporting Roulette
Same Old Song and Dance It’s not easy to lead an enterprise B2B sales team. In addition to being responsible for hitting the number, there’s pipeline management, forecasting, process improvements, people issues, and a dozen other things to consider. There’s also tremendous pressure to show that things are going “up and to the right” at […]