We’re hitting our numbers in terms of new sales, but we’re still off in overall revenue and profit forecast. We’re trying to figure out what’s working and what’s not working. Is it a mix? If the mix is OK, maybe...
We haven’t had good luck building up sales by turning things over to salespeople. We give them leads they don’t turn into business. Later on, we find they didn’t follow up on the leads. Or they followed up but couldn’t...
SalsWhen it comes to selling, I’m figuring out that I have to think like a sales detective and not a typical salesperson. Do you have any suggestions on how to best do that? THOUGHTS OF THE DAY: Decide on who...
Trying to figure out a business strategy we can count on for sales this year. Struggling with optimistic estimates and timing. People get excited when they talk to new prospects, and we’ve lost our share of “sure winners” we were...
The part of sales management I struggle with is tracking and getting control of what we should be doing. For all intents and purposes, forecasting is non-existent, finger in the wind, seat of the pants, coin flip. 5 proposals jumped...
Ask Andi: You’ve talked about predicting the business' future. Yes, I'd to see two to three years into the future. But I don’t know what’s in my company’s pipeline. And even if I did, I don’t see how that would...
Ask Andi: We lost a big client account - now what? The loss of revenue is hurting us. It’s tough keeping business flowing in an upward trend. I know we’re supposed to grow sales, but I don’t know how we’re...
Ask Andi: I’m trying to build a tip-top sales team. One is not a tiger at prospecting. Another only call existing contacts and referrals. Others leave networking events without exchanging business cards. We need more qualified leads. Trial and error...
Ask Andi: With business forecasting, how accurate can we be? We have short lead times on many of our projects, which makes it hard to predict way into the future. We did well with sales in the first half of...