Manage the Forward Pipeline: The difference between pipeline and forecasting

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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Powering Up Your PowerPoint

Slide decks can be extremely useful - research verifies that engaging both the eyes and the ears of audience members improves their retention. Good visuals also create consistency and balance, inspiring greater confidence in the message. Large audiences can benefit from LCD projection of slide decks, and PowerPoint also works well for small boardroom meetings. Another benefit of LCD projectors is the ability to run video equipment from them, reducing the number of machines required to run a multimedia presentation.

However, visual aids are intended to reinforce and clarify key points, not to BE the presentation. Here are some guidelines for creating and presenting with a truly powerful PowerPoint deck...

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Save Time by Organizing Your Work Environment

In some ways, time management is all about organization. Something that is sometimes overlooked is the value of physical organization to managing time. You must learn how to organize your work area as well as your schedule. If your work area is a mess, you are handicapped before you even reach the starting line. It can be overwhelming trying to start a new project when your desk is cluttered with papers and junk, and trying to find necessary items in that mess just slows you down even more.

Take a look at your work area and answer the following questions honestly...

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