Sales management resources for sales managers and business professionals
How to improve sales performance, sales management, sales reporting & analysis, develop your sales dashboard and create sales reporting system by focusing on the most important sales KPIs and metrics for your business. Sales strategies, tactics and tips:
Sales and Marketing Process Improvement with Six Sigma and DMAIC
Sales and marketing processes drive your performances and each of your metric and key performance indicator (KPI) related to marketing or sales is driven by these processes which are simple set of activities or practices and the way you do business…
Sales KPIs Reporting
Sales metrics and key performance indicators monitored continuously will help you manage your sales performance more effectively. Determine the top priorities based on your business and sales strategy and develop your top KPIs you need to track…
Return on Sales (ROS) Calculation and Reports
Return on Sales or ROS is a very simple to use and simple to calculate profitability ratio (it uses very simple formula) but still it is one of the most important ratios and metrics used by companies in many industries. It’s even more effective KPI than the net profit ratio because it evaluates the business before deducting any tax and interest…
How to Improve the Quality of your Sales Leads
One of the most important variables that drives your sales funnel performance is the quality of your sales leads. Here are a few tips to hepl you improve your leads with sales reporting…
Sales Pipeline Performance Template
Tips on organizing and improving your sales pipeline with better sales pipeline planning and using the sales pipeline excel template to create automatic reports of your sales pipeline results and progress…
Sales Pipeline Analysis and Reporting
The sales pipeline analysis process is both an art and a science and it involves various issues and questions on what is the right way to analyze and report the key performance indicators and sales metrics in your sales pipeline in order to…
Sales Strategy Plan based on Value Proposition
How to develop an effective value proposition and create a sales strategy plan to grow your revenue profitably. Using your customer value proposition statement for sales strategy plan…
What is Account Management and Why It Is Important?
Account management is the ongoing process of retaining and growing the business with your existing accounts or customers. The strategies, tactics and benefits of managing your key customers and managing accounts for long-term growth…
Top 3 Sales Metrics You Should Use
Here are the top 3 sales metrics you have to measure and include in your sales dashboard or scorecard. Why are these sales metrics important and how you should use them for your existing business as well as for evaluating and analyzing new sales and new business development…
Customer Service KPI Reporting Guide
Customer Service Reporting, Analysis and Management is a critical source of information to improve your business overall. Customer Service KPIs and Metrics on your dashboard…
Sales Funnel Metrics: Improving your Sales Processes with Effective KPIs
What are your key performance indicators on your sales dashboard? Are you focused on the right numbers? How often do you step back to reassess the effectiveness of your metrics…
Sales Mix Analysis
These three strategies for effective sales mix analysis will help you focus on your overall profitability and not only on individual product profit margins. How to manage your sales mix in order to maximize your profits and sales performance…
15 Invaluable Laws of Growth
Book Review: “The 15 Invaluable Laws of Growth: Live Them and Reach Your Potential” by John C. Maxwell offers some really good principles for business professionals. This book might be one of his best books so far…
Sales Performance Analysis
How to perform Sales Performance Analysis and continuously improve your sales results with ongoing sales growth. This article explains the 4 main areas where you can focus and drastically improve your current sales performances by analyzing and improving your sales processes, pipeline, lead generation and sales KPI reporting…
What Are Key Performance Indicators?
What are KPIs and why they are critical for success of any organization in business? What is measured, tracked and monitored is more important than how it is measured as long as it doesn’t require ongoing time and efforts from the users. KPI dashboard reporting in addition provides managers…
How to Monitor Your Business Trends
The major benefit of continuous trend monitoring system for business reporting is the manager’s ability to identify critical trends on time. This saves time and money and reduces the business risk both in short term and long term by allowing managers to act on new opportunities…
Sales Turnover Management
Sales turnover: This is one of the most effective ways to improve your business. The higher the sales turns the more productive and profitable you are. Because of this it is crucial for you not only to measure and track your sales turnover but also compare your numbers with other companies…
How to Calculate Your Sales Index and Improve Sales Reporting
When developing your own sales index you need to first pick your reporting period – the one which is relevant for your business. Next, you need to select a sales metric or you can track your general sales performances. While you can calculate sales indices for the overall revenue you should also…
Developing your Sales Strategy
Sales strategy is a plan which helps you connect your product and services with your target customers in an efficient, effective and profitable way by attracting the right customers, providing them with the value they need and retain them as long as possible to maximize customer lifetime value…
10 Productivity Tips
Have you ever applied the Pareto Rule to your everyday tasks? While we all know Pareto suggests that 80% of our productivity is a result of only about 20% of our efforts, we all sometimes take the routine tasks we do on a daily basis as granted…
Share of Wallet
Share of Wallet as a Key Marketing Metric and Sales Growth KPI: How to increase your current share of wallet with your existing customers? Share of wallet is a marketing metric that measures the company’s share of customer’s business…
20 LinkedIn Tips for Business Professionals
Here are 20 LinkedIn Tips to help you use LinkedIn as your powerful Networking, Marketing and Research Tool and resource for growing your business and improving your current positioning…
Total Cost of Ownership in Sales and Marketing
TCO is a cost management tool used in marketing and sales for quantifying the total relevant costs of using a certain product or service over its lifetime. In addition to the initial cost and the purchase cost, TCO or total cost of ownership shows all the major relevant costs and the total cost for the customer. TCO is a powerful tool for presenting the features and benefits of using a particular products and services…
Customer Value Proposition Tips and Examples
The customer value proposition statement explains the unique and specific benefits for your core customer and it is not necessary statement about your product and services. For example, your unique statement can simply communicate the way you do business – which means that you don’t have to offer the best product in the market in order to develop a strong position…
Marketing ROI: 6 Simple Ways to Measure Your ROI in Marketing
Here are the 6 simple ways to organize and improve your existing marketing system and be able to continuously monitor and measure your marketing ROI as well as other marketing metrics…
5 Steps to Analyze your Stakeholders
The most important issue in stakeholders analysis is that your stakeholders have different interests in your business and sometimes their interests might be in conflict with one another. It is your job to make an assessment and accurate analysis of your stakeholders and develop strategies which take into consideration the pros and cons of various decisions…
Blue Ocean Strategy: The 4 Questions
The blue ocean strategy tool helps users rebuild the customer value elements. This strategic management concept uses 4 very simple questions to make it easier for users to think and go through their traditional industry frameworks and competitors’ business models and develop unique business strategy…
Customer Retention Strategies
What is customer retention? Why it is one of the most important strategic programs for your organization? Customer retention is a strategy, concept and system which includes the processes conducted by the organization with the purpose of improving your current customer retention rate…
Customer Information System Tips and Ideas
10 Ways to Improve and Manage your Customer Information System: One of the most effective ways to help your customer acquisition as well as your customer retention is a better customer insight created by building and managing an organized customer information system…
The Top 3 Direct Mail Marketing Tips for Profitable Campaigns
How to improve your direct mail marketing: Direct mail can be extremely effective for some businesses. However, it is both an art and a science. It is science because it is measurable and it is an art because a small change in your campaign…