Zero Visibility Sales Forecasts Spell Trouble
Here is an article I wrote for the B2B Buzz blog.
An excerpt:
When you take a close look at how companies utilize their sales staffs, there are two clear reasons for Zero Visibility Sales Forecasts:
Salespeople are allowed to create their own forecast process
The forecast process aligns perfectly with the Don’t Ask, Don’t Tell Sales Model
Left [...]
Revenue as a System
What is the real benefit of “Revenue as a System” (RaaS)?
The short answer is: Leadership teams strategize systems – not tactics.
My experience suggests most companies will strategically plan and develop their infrastructure systems (lean manufacturing systems, global IT systems, ISO 9000 systems, etc.) as core assets of the business but invest little time on their [...]
No One Will Need to be Good
“…dreaming of systems so perfect that no one will need to be good“
–T.S. Eliot, from The Rock
There was a time in the evolution of computer when this concept was believed to be just a few clicks away. Well, decades later, we are still a few clicks away but the journey has been productive. E-commerce has [...]
You don’t know what you are doing
Deming said it best…“If you can’t describe what you are doing as a process, you don’t know what you are doing.”
Most CEO’s understand Deming’s wisdom and apply this concept to many aspects of this concept business …except in sales. Sales is typically viewed as an independent variable of the business and not subject to the [...]
Do I Need a Revenue System?
This is a frequent question that comes up in discussions with CEO / CRO level executive groups today. The answer is based more on the individual company than on a revenue system model. Over time, executive teams typically focus on developing several key systems for leveraging their overall performance. These can range from a streamlined [...]
CRO and ACT!
Part of our Mission is to deliver the tools, processes and systems C.R.O.’s need to succeed. Here is a recent development that has been a frequent topic of discussion with our C.R.O. clients.
One of the process benefits of the 4 Aces forecast model is objective clarity about where you are in the qualifying process meaning [...]
E-book Now Available on Amazon
Folks have asked about the availability of Sales Revenue System 2.0 as an e-book. The Kindle edition is now e-available through Amazon.com (click here). Price is half the print price ($9.95) but the Kindle format does not support color so the system charts are presented in black & white.
Thanks for your patience and enjoy the [...]
The “Go to Market” Process for CEO’s
As we start 2011, one item clearly stands out – the recession has helped senior executives (CEO, CRO, President, etc.) of surviving businesses understand at least one important concept – your ‘go to market’ process is more strategic than just hiring a few sales people, going to a couple trade shows, changing the web home [...]
2011…The Year of Forecast Training
As 2011 starts, we are seeing signs of economic improvement and companies moving to “restart” their revenue growth process. Our observation is sales managers are calling about sales training and Chief Revenue Officers (CRO’s) are calling about Forecast Training. Here’s why – CRO’s know that when they have prospects objectively positioned in their forecast process [...]
Hiring Sales Talent in 2011
Now that companies are seeing enough economic recovery to start upgrading/expanding their sales staffs, the question of “how do we identify real sales talent” is back on the agenda. So, here is the game plan summary for getting the right talent for your sale.
The first step is to define both the sales cycle and the [...]
Carl Moe is the founder of CRO Success, an organization dedicated to developing and delivering the tools, processes and systems CRO’s need to succeed. Moe specializes in helping restructure revenue systems for sustainable growth and optimized performance.
