One of a sales manager’s most important tasks is to monitor the sales production of each of sales team member. After all, the success of the entire organization depends on making sure the sales team is generating new business and driving revenue at an ever increasing rate. If a rep isn’t doing well, the sales manager needs to recognize that quickly, so appropriate coaching can be provided and/or changes in strategy can be implemented.
Most sales managers rely on two key tools to monitor sales rep productivity: pipeline and forecasting. However, highly effective sales managers understand that there is a difference between the two. Forecasting is focused on later stage deals - the ones that are far enough along that you can begin to get a feel for the likelihood of success in the current quarter. However, forecasting does little to help with future quarters...
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