by Bob Hatcher | Oct 23, 2014 | Sales transformation
As a sales leader, you know the importance of forecasting. Management needs to know how much revenue you will attain in the next week, month, quarter or year. But, my guess is that it’s more important than you think. Here are three reasons why it’s probably more...
by Bob Hatcher | Oct 23, 2014 | Sales transformation
Those of you who know me know that I am an avid golfer. While I am not the best golfer in the world, I’m not bad. Recently, I had an epiphany on the green of the 17th hole at my course. Here’s what happened… I had a tricky twelve footer or so, downhill with a...
by Bob Hatcher | Oct 23, 2014 | Sales Summits, Sales transformation
Our Sales Summits group discusses a lot of sensitive issues. Members come to the group to help them solve these big gnarly issues. If you were part of this group, how you you advise this SVP? The Situation: SVP of sales for a software company who sells to both...
by Bob Hatcher | Oct 23, 2014 | Sales transformation
Sales is a complicated topic with lots of moving parts. Being able to make sense of those parts, and maximizing the efficiency and effectiveness of each of those parts is essential. A “Sales System” is nothing more than a way to organize the pieces of your sales...